Case Study: Elkem quadruples targeted product sales with LeveragePoint Innovations

Elkem Silicon Materials Quadruple Targeted Product Sales Using LeveragePoint Value Propositions

Elkem, a global provider of silicon-based advanced materials, struggled to launch a new high-performance product for the oil and gas industry. Despite its technical superiority, the product's higher price was a major barrier to sales, especially after a 2015 market downturn shifted purchasing decisions from technical experts to cost-focused procurement teams. To overcome this challenge, Elkem partnered with vendor LeveragePoint Innovations to adopt a value-based sales approach.

By implementing LeveragePoint's value proposition tools, Elkem was able to quantify and communicate the financial benefits of their product, such as massive savings in expensive rig time. They used these tailored business cases in workshops with key decision-makers across the value chain. This solution drove a dramatic turnaround: sales volume for the product quadrupled in the first full year, leading to global adoption and the new challenge of meeting the increased demand.

Elkem

Ole Lacob

Global Marketing Manager