Input to process

Companies with the Input to Process business logic are providers of goods and raw materials, which are used as input in their customers’ business processes. Optimisation of production capacity has typically been the main driver for the business, which has lead to decreased margins on a commoditised and very competitive market. Input to Process companies typically operate in e.g. the pulp & paper-, chemical-, metal- and energy industry.

Typical business challenges

Firms active within the Input to Process business logic can face for example the following kind of challenges:

• How to increase shareholder value in an asset heavy business?
• How to break out from commodity product sales and free of charge services?

A key to overcome these challenges lies in optimising the return on the company’s revenue generating assets, i.e. the customers, by strategic segment and account management as well as focused segment specific offerings. This enables companies to develop their business models, differentiate from the competition and move into new areas of business such as application engineering and management.

Vectia’s support for Input to Process companies

Leveraging the customer assets requires different ways of thinking and new capabilities from the company, in order to achieve sustainable top line growth and differentiate from the competition. Vectia has well proven methods and tools in supporting companies to overcome their challenges and achieve competitive advantages in the following areas:

• Segmentation and segment management through economic profit
• Solution offering and spearhead solution development
• Sales model and account management development
• Customer oriented business model development
• Sales management training

For more information about the Input to Process segment or Vectia’s support to customers in this business segment, please contact Mr. Tom Lindholm (firstname.lastname@vectia.com) or the Vectia office.