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Customer 360

Per-account intelligence — health, cash, whitespace and the next move for sales, key-account management and credit.

Triveni Engineering & Industries Limited · FY24 (Mar'24, audited anchor)

One of India's largest integrated sugar & ethanol producers

5,500 employees · 13+ plants & units · 15 export markets

▲ Executive read· the answer, then the moves

₹905 Cr of cross-segment whitespace sits across 10 accounts on ₹3,130 Cr of revenue, while 0 accounts (₹0 Cr) are flagged high-churn. Defend the at-risk book first, then diversify into adjacent segments where the account expands fastest.

4 of 4 headline metrics improving vs prior · still off target: Contract / Repeat-Offtake Retention 110.0% vs 114.0%, Ethanol & Engineering (non-sugar) Revenue ₹2,050 Cr vs ₹2,600 Cr, DSO (Days Sales Outstanding) 33d vs 28d

Do now — ranked by urgency

1
Defend the high-churn accountsAct now
Why it matters
0 accounts at high churn risk put ₹0 Cr of revenue in play; a save here protects repeat-order revenue directly.
What's driving it
0 of 10 accounts flagged High churn
₹0 Cr revenue exposed
FYI
Portfolio revenue ₹3,130 Cr; 6 live account signals tracked
Owner: Account / CSM
Open programs →▤ open at-risk programs
2
₹80 Cr of programs at risk — Q4 FY26Act now
Why it matters
Each lost contract is ethanol & engineering (non-sugar) revenue that won't repeat.
What's driving it
renewal window Q4 FY26
Signal: Order-book risk
FYI
Of ₹520 Cr of programs up for renewal in Q4 FY26, ₹80 Cr is at risk of non-repeat.
Owner: Chief Marketing & Sales Officer
Act →▤ open the at-risk programs
3
₹90 Cr of programs at risk — Q2 FY27Act now
Why it matters
Each lost contract is ethanol & engineering (non-sugar) revenue that won't repeat.
What's driving it
renewal window Q2 FY27
Signal: Order-book risk
FYI
Of ₹500 Cr of programs up for renewal in Q2 FY27, ₹90 Cr is at risk of non-repeat.
Owner: Chief Marketing & Sales Officer
Act →▤ open the at-risk programs
4
₹60 Cr of programs at risk — Q3 FY26Watch
Why it matters
Each lost contract is ethanol & engineering (non-sugar) revenue that won't repeat.
What's driving it
renewal window Q3 FY26
Signal: Order-book risk
FYI
Of ₹480 Cr of programs up for renewal in Q3 FY26, ₹60 Cr is at risk of non-repeat.
Owner: Chief Marketing & Sales Officer
Act →▤ open the at-risk programs

📈 Offtake, orders & exportsStep 2 of 6 · OMC, utility & defence accounts, cross-segment◀ Order-Book / Sales 360 Order / Tender 360 ▶All journeys

🌐 Enterprise 360 modules· on Customer 360Browse all 31 views ▾

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↗ Where this connects — act / drill across

🧩Customer Master· the golden record & terms 🔁Ethanol & Contracts 360· programs & repeat orders 🧾Order / Tender 360· quote the cross-sell 💵Cash 360· the account's DSO & AR

● LiveBuilt forCMO · Sales· where to diversify / cross-sell nextKey-Account / KAM· program & renewal playsCredit · Collections· who to chase or hold

Pick an account for a one-page profile that turns the data into a move — a cross-sell play for sales, an expansion/renewal plan for key-account management, and a collect-or-hold call for credit — each benchmarked against the portfolio.

Data backing: customer · opportunity · signal · kpi (repeat-order/DSO/GM peer benchmarks)

Select an account

Sugar traders & exporters

Maintain

National account · Sugar trade

Customer health

churnMedium

Financials

Revenue

₹700 Cr

Value-added

₹120 Cr

17% value-added

Order book

₹180 Cr

Gross margin

20%

-9.6 vs peer

Repeat-order

104%

-5 vs peer

Whitespace

₹90 Cr

cross-segment

Cash & credit

DSO

26d

-10 vs peer

Aged AR

₹0 Cr

modeled >45d

Churn risk

Medium

Signals & pipeline

No external signal on file.

Open: Sugar export quota (policy-linked) — ₹200 Cr · Qualify @ 40% · signal-driven

Next best action · by stakeholder

Sales / CMO

Account is well-penetrated (₹90 Cr whitespace). Protect share and pursue the open ₹200 Cr Sugar trade & exports deal.

Key-Account / KAM

Repeat-order 104% is 5 below peer — build a business-review plan to grow the relationship before renewal.

Credit / Collections

Cash position healthy (DSO 26d, within peer). No action.

Exhibit 1

All accounts · one decision each

10 named accounts · ₹3,130 Cr revenue · ₹905 Cr of cross-segment whitespace · 0 at churn risk.

Account	End-market	Revenue	Value-added	Repeat-order	DSO	Whitespace	Health	Verdict
Sugar traders & exporters	Sugar trade	₹700 Cr	₹120 Cr	104%	26d	₹90 Cr	80	Maintain
IOCL (Indian Oil)	Ethanol / EBP	₹520 Cr	₹480 Cr	112%	22d	₹130 Cr	90	Diversify
NTPC / State Power Utilities (UPPCL)	Power & utilities	₹380 Cr	₹300 Cr	106%	40d	₹80 Cr	82	Maintain
BPCL	Ethanol / EBP	₹330 Cr	₹300 Cr	110%	24d	₹100 Cr	88	Diversify
State Beverage Corps & IMIL distributors	Potable alcohol	₹300 Cr	₹90 Cr	106%	30d	₹60 Cr	78	Maintain
HPCL	Ethanol / EBP	₹280 Cr	₹250 Cr	109%	25d	₹90 Cr	86	Grow
Municipal & Industrial Water Boards	Water	₹200 Cr	₹120 Cr	114%	58d	₹90 Cr	81	Grow
Cement majors (UltraTech / Dalmia)	Cement & steel	₹160 Cr	₹90 Cr	108%	45d	₹70 Cr	84	Grow
Steel majors (SAIL / JSW / Tata Steel)	Cement & steel	₹140 Cr	₹80 Cr	107%	48d	₹75 Cr	79	Maintain
Indian Navy / DRDO	Marine & defence	₹120 Cr	₹85 Cr	113%	45d	₹120 Cr	89	Diversify