Ricoh’s Digital Transformation: Pioneering the Future of CCM with Chameleon Collective
Challenge:
Ricoh, traditionally acclaimed for its hardware prowess, was at a strategic crossroads. While they witnessed organic growth in their professional services, particularly within Customer Communications Management (CCM) and Customer Experience Management (CXM), their true ambition lay beyond. Their vision: a pivotal shift from hardware focused sales to embracing software and services. Yet, to execute this, they required a more robust positioning strategy and a deeper understanding of the CCM market and its intricacies.
Approach:
Chameleon Collective was brought onboard to engineer this transformative journey. Our three-pronged strategy began with crafting a compelling value proposition specific to CCM-CXM for Ricoh’s professional services division. Recognizing the importance of the front line sales force, we then conceptualized and delivered a comprehensive educational program for the field team, equipping them to harness new CCM-CXM opportunities. Lastly, our Digital Maturity Assessment enriched Ricoh’s CCM Assessment process, creating a funnel for more expansive digital transformation opportunities.
Impact:
Ricoh, with Chameleon Collective’s insights, evolved into a formidable global solutions integrator, distinguishing itself from conventional CCM entities. Our interventions unveiled Ricoh’s unique market offerings, translating into increased sales. Remarkably, the sales team’s efficiency surged, with 90% of assessments leading to larger proposals and 60% culminating in a first-year sale. This sales acceleration is a testament to the sales enablement program meticulously crafted, executed, and managed by Chameleon Collective.
