Retail & eCommerce
90% of Assessments Led to Larger Proposals
A repositioning and sales enablement program turns Ricoh's CCM assessments into bigger deals.
Ricoh
The Client
- Company
- Ricoh
- Website
- ricoh.com
- Headquarters
- Tokyo, Japan
About Ricoh
Ricoh is a global technology company operating in approximately 200 countries with headquarters in Tokyo, Japan. The company is transforming from a traditional office equipment manufacturer into a digital services company focused on 'Fulfillment through Work' - helping organizations and individuals work smarter through workplace technology and business…
The Challenge
Ricoh, long known for its hardware, was at a strategic crossroads. It had seen organic growth in professional services, especially Customer Communications Management (CCM) and Customer Experience Management (CXM), but its real ambition was bigger: a shift from hardware-focused sales toward software and services. To get there, Ricoh needed a stronger positioning strategy and a deeper understanding of the CCM market.
Our Approach
Chameleon Collective built a three-part strategy. First, we crafted a compelling value proposition specific to CCM and CXM for Ricoh's professional services division. Next, recognizing the importance of the front-line sales force, we created and delivered a comprehensive education program to equip the field team to capture new CCM and CXM opportunities. Finally, our Digital Maturity Assessment enhanced Ricoh's CCM Assessment process, creating a funnel for broader digital transformation opportunities.
The Impact
With Chameleon Collective's help, Ricoh evolved into a strong global solutions integrator, distinct from conventional CCM providers. The work surfaced Ricoh's unique offerings and translated into more sales. The sales team's efficiency jumped: 90% of assessments led to larger proposals and 60% resulted in a first-year sale, a clear sign of the impact of the sales enablement program Chameleon Collective designed, delivered, and managed.
The Work
90%
of assessments led to larger proposals
60%
of assessments led to a first-year sale
The Team
The Chameleons who delivered this engagement.
Practice Areas
Communication StrategiesCustomer Experience Strategy (CX)Customer Communications Management