Deal Win: Publicis Sapient Partners with Salesforce to Transform Carlsberg B2B

Challenge

• Carlsberg has ambitious growth plans to acquire new customers and expand in targeted markets.
• Having grown through acquisitions, Carlsberg needed to standardize and consolidate operations to maximize market opportunities.
• Retailers are seeking to automate and streamline the ordering process.
• There is a need for a platform that enables innovation and drives AI initiatives.
• Carlsberg required a vendor capable of supporting their end-to-end requirements and meeting their large-scale ambitions.

Partner Value

• Publicis Sapient engaged a cross-functional team across the business transformation, including Strategy, Experience, Data, and AI.
• Salesforce had been attempting to secure this account since 2008. Publicis Sapient assisted Carlsberg in selecting Salesforce, then brought in our account team to close the deal.
• Sapient and Salesforce will collaborate on a strategic growth plan spanning Loyalty, Consumer Goods Cloud (CGC), Data Cloud, and other Salesforce clouds.
• A significant change program is in place to help users and retailers adopt the new solutions.

Products Sold:

• B2B Commerce
• Experience Cloud
• Salesforce Shield

Key Deal Information:

• £1.3 million Annual Contract Value (ACV) in year 1
• Significant Average Order Value (AOV) upside forecast, approximately £10 million
• 3-year roadmap led by Publicis Sapient