USE CASES
Where decision constraints meet measurable cost.
Six engagements across industries where Clario was applied to isolate the primary decision bottleneck and quantify what it was costing the organization. Each case is summarized at the level of system dynamics without client names or sensitive figures.
HOW TO READ THE CASES
Every engagement starts with a single sponsor and is framed against one of the two diagnostics.
GTM DECISION DIAGNOSTIC
Identifies the primary bottleneck in how go-to-market decisions are made, aligned, and acted on.
TALENT FRICTION INDEX
Identifies which decision bottlenecks are generating the most friction and quantifies the cost on talent.
01
LUXURY ECOMMERCE – GTM DIAGNOSTIC
When the Commercial Organization Pulls in Two Directions
A European luxury brand. Eighty years of history. A widening gap between its digital ambitions and the way its commercial organization makes decisions.
QUANTIFY LEAKAGE
14M to 19M€
02
WHOLESALE – GTM DIAGNOSTIC
A Channel Built on Wholesale Logic, Competing in a Direct World
A personal care company with a mature wholesale business and a DTC operation performing well below its own plan. Competitors have moved. The window is closing.
REVENUE UPSIDE
14M to 41M€
03
B2B TECH COMPANY – GTM DIAGNOSTIC
High Lead Volume, Low Conversion. Two Functions Measuring Different Things.
An established HR technology company. A global market. A funding round that depends on pipeline metrics no one in the organization can fully explain.
REVENUE UPSIDE
11M to 28M€
04
PHARMA – TALENT FRICTION INDEX
The Best Reps Are Leaving. The Decision System Is Why.
A pharmaceutical country subsidiary with rising turnover in its senior field force. The CHRO has connected the dots. The rest of the organization has not.
PRODUCTIVITY LOSS
around 924K€
05
HOUSEHOLD APPLIANCE (FAMILY FOUNDED) – TALENT FRICTION INDEX
The People Who Know the Customers Are Leaving. Targets Are Set by Who Does Not.
A family-founded household appliance company, now professionally managed. The key account managers holding the most important retail relationships are walking out. The Head of Sales brought the diagnostic. He had run out of other options.
ATTRITION RISK
around 207K€
06
EQUITY FUND – GTM DIAGNOSTIC
The KPIs Look Fine. The Growth Model Does Not.
A growth equity fund evaluating a B2B fashion company at €80M revenue. Standard due diligence returns a positive picture. One number does not move. The fund commissions a GTM diagnostic before committing capital.
REVENUE UPSIDE
1.7M to 5.2M€