B2B Distribution: Marketing ROI Analytics
CASE STUDY 02 · B2B DISTRIBUTION · MARKETING ROI & TRADE SPEND ANALYTICS
They Were Spending $2.1M on Trade Promotions With No Idea Which Ones Were Working
A national FMCG distributor was running 60+ annual trade promotions across four product lines and three retail channels. DataVines built the analytics layer that connected every dollar of promotional spend to a measurable outcome.
ABOUT THE CLIENT
A privately held food and beverage distributor based in Chicago, distributing branded snack, beverage, and condiment lines to grocery chains and club stores across 48 states. Trade promotions consumed the majority of their annual marketing budget — and were evaluated almost entirely on gut instinct.
The Challenge
Every quarter, the marketing director would spend three days in Excel trying to connect spend data from the finance system with sell-through data from eleven different retail partner portals.
WHERE THINGS BROKE DOWN • Promotional spend and retail sell-through data had never been systematically linked. • Eleven retail partner portals, each exporting data in a different format. • No standard definition of promotional ROI across the business.
The DataVine Solution
The Solution
- Building the data foundation • Built automated ingestion pipelines pulling from NetSuite ERP, eleven retail partner portals, and Salesforce into a centralized Snowflake warehouse. • Built a SKU harmonization model using fuzzy matching to link finance data to retail partner systems.
- OPERATIONAL IMPACT & EFFICIENCY • 65% reduction in time to produce monthly trade performance reports. • $340K in promotional budget reallocated from underperforming promotions. • 11 retail partner data sources automated.
- WHAT COMES NEXT DataVines is building a promotional scenario planning model to simulate projected sell-through impact before committing budget.
More Success Stories
Explore how we helped other brands in the B2B Services sector.
B2B Distribution: Sales & Order Intelligence
Four distribution businesses. Four data crises. How DataVines helped B2B distributors replace manual chaos with real-time intelligence — and start mak...
B2B Distribution: Operations & Inventory Intelligence
CASE STUDY 03 · B2B DISTRIBUTION · OPERATIONS & INVENTORY INTELLIGENCE $800K in Excess Inventory. No One Had Noticed Because No One Could See It. A ...