Customer Value Xcelerator®

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The Challenges Facing Eastman

Are you seeing signs of potential commoditization in your business? Are the advantages of your offerings as clear as they once were in the eyes of your customers? What about the challenges from new competitors who are willing to lower prices to capture the attention of your customers?

Eastman engaged Luminas to help them understand the value they provided to customers and optimize their value proposition vs. the competition.

Get the answers with CVX

Developing Organizational Capabilities

At Luminas, we don’t sit across the table from our clients, we sit next to you – in the business growth decision-making seat many of our team members occupied for years.  We work together with you  ̶  putting your business at the center of ours  ̶  to help you accelerate organic growth and profitability and ultimately, win with your customers.

We’ll help you develop the internal capabilities and discipline to evaluate and measure your customer value proposition, infuse actionable customer insight into your business and customer planning, and increase customer collaboration.

Building a Trusting Customer Partnership

What if your long-held belief about the value your company provides is described by your key customer as “expected?”  How can you gain validated customer insights to take the specific actions required to restore the value proposition and move toward a true partnership your customers?

Eastman took the time to validate their internal perspective and get a fact-based understanding of their customer relationship.

The result of their investment?  Double-digit margin growth and a long-term renewal agreement

“Luminas has had a definite impact on the way our sales team thinks about how to sell value. We wouldn’t be where we are today if we hadn’t gone through the process with them and gained such meaningful insights.”

Heather Singler, Global Commercial Director, Eastman

“The whole team was engaged in the work with Luminas, it was impressive. As a result, we discovered areas where we can grow, become more nimble and think strategically about our business. We are now better prepared to partner with our customers and manage through big changes.”

Jeff Morris, Senior Vice President, Protective Fabrics, Milliken & Company

“Our customers were very appreciative that we took the time to ask the right questions about what is important to their business. Luminas helped us to create a more customer centric organization and to focus on what they value.”

Steve Yager, Vice President, Customer Experience, Cisco

“We saw the Luminas team as our partners, they were humble and cared about our business. Our customers found immense value in having conversations with us; the process demonstrated to them that we were interested in their feedback and wanted to hear their insights.”

Charles Crowell, Director, Corporate Strategy, Milliken & Company