THE CHALLENGE

Xpedx is a North American leader in business to business distribution of packaging, facility, and printing supplies. They provide storage and distribution solutions that help customers improve operational efficiency, streamline purchasing, and reduce overall costs. In 2014, they merged with Unisource Worldwide to create Veritiv (veritivcorp.com), which continues to serve customers across virtually every industry.

They needed pricing strategy and tools to support their 1,300 sales reps.  Sales leadership realized that "their judgement was as good as it gets," but they lacked the data and tools to analyze their competitors or to understand what was required to issue a winning bid.

SOLUTION

Vice President of Sales Operations, Marsha Herzog commented, "EnterBridge and Advanous understood the market perspective to pricing. They approached us as a long-term project and became part of our business."  The EnterBridge team developed a solution that included price guides and price management tools to give the entire sales team greater insight into pricing decisions and customer behavior.

RESULTS

"EnterBridge delivered technology that was focused on business results, and it wasn't just technology or analytics for the sake of data or supporting software. It was about results that drove our pricing conversations. More than a provider, they became a trusted advisor," said Herzog.