and achieve synergies that prior to Valkre were heavily dependent on individual effort and creativity.


• Valkre’s technology adds up quanti- fied outcomes across many locations and customers to help us and our customers better prioritize efforts and


maximize efficiency.


• It also helps Sonoco operations drive projects that have internal benefits as well as customer benefits.


Having these quantitative customer


outcomes turns out to be positive for both sides: Our customers appreciate


the ability to communicate to their bosses regarding what has been achieved with an important supplier, while our business case for growth, margin and share is a step-change better with Valkre Tech.


CHALLENGE 4: INTEGRATE WITH MARKETING


BRACCO DIAGNOSTICS


Our SAM program is relatively new.


We, like so many others in healthcare, are facing a new, more organized cus- tomer as a result of consolidation. For us, that has driven a need to literally elevate our game.


Our selling model has been very oriented around selling individual


Cosimo DePinto Vice President Marketing


products and services to the individual users of the products and services. We now find ourselves needing to sell a more strategic solution. What is the benefit to a healthcare executive of the overall relationship with Bracco that includes the many products and services we provide? We had not asked


3 2 VE L O C I T Y ®


VOL. 21 ISSUE 3 2019


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