How Endress+Hauser Achieved a 15% Increase in Intake Orders
How Endress+Hauser Achieved a 15% Increase in Intake Orders
Endress+Hauser, a global leader in process engineering, partnered with Richardson to improve strategic account management and drive €15 million in growth from existing customers. Facing fragmented account planning and limited CRM visibility, the company implemented Richardson’s Prosperous Account Strategy (PAS) training and Salesforce-integrated account planning tool. The initiative unified processes across 35 entities, generating over 2,400 account plans and a 15% average increase in intake orders within 10 months. Success was driven by strong adoption—600+ active users—plus leadership accountability, user-centric design, clear communication, iterative rollout, and ongoing coaching. The PAS framework created a 360-degree customer view, enabling more strategic engagement and measurable sal
