PepsiCo – Digital Sales Platform
CPG: Food & Beverage
Sales Enablement
Digital Products
Strategy + Transformation
Intelligent Systems
Client
PepsiCo
Timeline
Ongoing
Services
Sales Enablement
Challenge
A vast product portfolio. A distributed field force. No single source of truth.
PepsiCo's Quaker Foods division manages an extensive and constantly evolving portfolio of products across multiple retail and food service channels. Field sales representatives were navigating complex product information, channel-specific messaging, and promotional content spread across disparate systems, creating inconsistency in how the brand and its products were presented to buyers.
The challenge was more than organizational. It was a design and systems problem: how do you get the right information, in the right format, to the right person, at the right moment in a sales conversation, all at the scale of a national field force?
Strategic Insight
The problem wasn't access to information. It was that the information wasn't designed to be used in meaningful customer conversations.
What We Created
A better way to sell a complex portfolio.
Fluence designed and built a tablet-first digital selling tool that organizes Quaker's product portfolio into a guided, channel-specific experience. The platform allows reps to navigate by product, occasion, or customer type; surfacing the right content, the right story, and the right promotional assets for each unique buyer conversation.
Guided product navigation organized by channel, occasion, and customer type, with dynamic filtering across the full Quaker portfolio.
Tailored product narratives and selling points for retail grocery, food service, hospitality, education and convenience channel audiences.
A centralized, always-current promotional asset library accessible offline; ensuring field reps always have current materials.
Structured conversation frameworks that help reps move from discovery through recommendation without losing the buyer's attention.
A design system built to Quaker brand standards, scalable across product categories and updatable without full rebuilds or downtime.
Onboarding video guides, training decks, and quick-reference materials ensuring the platform was used from day one, and supported after launch.
RESULTS + SIGNALS
What success looked like.
While specific metrics are subject to confidentiality agreements, we point to the signals that matter most: adoption, longevity, and scope expansion.
Deployment Scale
Platform became the standard field sales tool across the Quaker division.
Engagement Longevity
Fluence was invited back to extend the platform to additional product lines.
Adoption Signal
The tool became part of how PepsiCo trains new field representatives.
WHAT THIS PROVES
Sales Enablement
Digital Products
Strategy + Transformation
Intelligent Systems
Related Work
