The logistics market in China is changing rapidly, and Deppon knew that it needed to transform its business to better serve key accounts and stay ahead of the curve. It collaborated with Accenture to design and build a new sales and marketing model, innovative industry-specific products and services, and optimized delivery capabilities. A new IT planning strategy aligned Deppon’s infrastructure and processes to business activities. Analytics-driven customer segmentation, more relevant service scenarios and a new sales management pipeline system helped maximize the value customers, particularly key accounts, receive. Deppon can now flexibly and efficiently allocate resources to key accounts and execute against sales plans. These changes have already contributed to sustainable business gains, growing overall sales revenue in key accounts by 47.5 percent year on year. Thanks to its new capabilities, Deppon’s customers benefit from a greater variety of relevant services, improved convenience and faster delivery.