Case studies


Accelerating organic growth in a B2B environment

Nestlé Nespresso, pioneer and reference for highest quality portioned premium coffee, selected Deloitte to help them think of ways to accelerate B2B organic growth.

The goal was to align the Nespresso B2B Commercial Excellence team around a common language and a structured approach to define opportunities as part of commercial strategy, develop more meaningful segmentation of one of their strategic segments, and to develop a holistic value proposition framework.

Based on an initial scanning phase, Deloitte developed and helped embed in the organisation a consistent methodology to map, describe and activate distinct customer groups within the target segment, and provided key tools and specific examples of holistic, customer tailored value stories. The initiative helped create cross-functional and cross-market alignment and led to a more effective deployment and better targeting whilst creating a culture of Commercial Excellence to drive better commercial results in a near future.

The work Deloitte did was very impactful for our department. We are already using and applying what we have built together in our daily interactions at headquarters level and soon at market level since it will be part of our future strategy to support markets in driving the segment’s growth and enhancing our commercial capabilities.

— Kika Buhrmann, Global B2B Commercial Excellence Manager, Nestlé Nespresso S.A.

This client story is from the Deloitte Switzerland Annual Review 2016

See more of our client stories

Building forward-thinking digital and innovation capabilities

Accelerating organic growth in a B2B environment

Philip Morris International (PMI) 
Embarking on an innovation learning journey

EFG International 
Comprehensive transaction support for landmark transformational Swiss private banking combination

General Electric 
Delivering a complex divestiture

Syngenta AG 
Business Transformation

J. Safra Sarasin Group 
Using advanced reporting and data analytics to provide added value

Swiss Customs Administration 
Developing a sustainable IT transformation roadmap

Strengthening Leadership in the Humanitarian Sector

Ascensia Diabetes Care Holdings 
Implementing a successful global structure

Société Générale Private Banking (Suisse) SA 
Delivering a distinctive audit through constant and open communication

Canton of Zurich 
Process optimisation and digitalisation for the school districts of Zurich

Visit our interactive Annual Review

Find out on how Deloitte is making an impact to our clients, our people and society.

Did you find this useful?