Case Study: Ricoh achieves centralized sales performance management and full customer visibility with Board

Sales Performance Management Transformation at Ricoh

Ricoh Europe, part of the Ricoh Group, operates across 25 EMEA subsidiaries with 17,850 employees and over €4bn in turnover. The business struggled with disparate reporting from multiple acquired units and enormous data volumes (4.6 million customers, ~5 million sales activities, 750,000 opportunities), and needed a single source of truth and a shift from bottom‑up to top‑down sales insight to replace time‑consuming data dumps.

Ricoh implemented the Board decision‑making platform to create a centralized Sales Performance Management solution—combining BI, planning and predictive analytics—to deliver Customer 360, pipeline management, forecasting, salesperson dashboards, and account coverage. The initiative standardized KPIs, enabled self‑service analysis, and put 3,000 users on 37 dashboards (33 databases), yielding full visibility across operating companies and improved pipeline control, forecast accuracy and sales productivity.

Ricoh

Matthew Layman

BI Delivery Manager