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Discovery Questions That Resonate with Digital Transformation Heads in FMCG/CPG

Summary:

For Digital Transformation Heads in the FMCG/CPG sector, success is about driving agility and digitization across complex distribution networks, traditional retail channels, and modern D2C efforts. With rising consumer expectations, fragmented data, and channel conflict, transformation leaders are under pressure to modernize their commerce stack, unify digital operations, and unlock automation without disrupting legacy workflows.

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Your discovery questions should surface pain points around digital channel integration, siloed operations, manual supply chain coordination, and the need for real-time consumer insights. Position your E-commerce Automation platform as the enabler of smarter workflows, faster experimentation, and agile transformation across commercial functions.

Here’s a set of 30 strategic discovery questions tailored to guide deep, consultative conversations.

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1. Channel Integration & Digital Operations

  1. How integrated are your traditional B2B, B2C, and D2C channels today?
  2. What are the biggest inefficiencies in your current digital sales operations?
  3. How do you manage pricing and promotions across multiple marketplaces and platforms?
  4. Is your catalog, inventory, and pricing data synchronized in real-time across channels?
  5. What friction do you face between digital and offline distribution teams?

2. Legacy Infrastructure & Tech Modernization

  1. Are legacy ERP or PIM systems slowing your digital transformation goals?
  2. How much of your e-commerce stack is cloud-native vs. custom/legacy tech?
  3. What integration challenges do you face between your digital tools and legacy platforms?
  4. Is IT dependency a bottleneck when launching new campaigns or workflows?
  5. What’s your roadmap for modernizing your tech stack over the next 12–18 months?

3. Workflow Automation & Process Efficiency

  1. Which digital workflows still rely heavily on manual coordination (e.g., SKU updates, pricing changes)?
  2. Are supply chain or fulfillment processes automated and visible across systems?
  3. How much effort goes into updating product content across e-commerce channels?
  4. What part of your sales operations would you most like to automate?
  5. Are your promotional calendars and execution workflows centrally managed?

4. Consumer Insights & Data-Driven Decisions

  1. How unified is your view of consumer behavior across platforms and retailers?
  2. Are you able to use digital insights to inform trade marketing or product planning?
  3. How confident are you in your campaign attribution across online channels?
  4. What tools do you use to track product-level performance across D2C and retail media?
  5. Where are the biggest gaps in your data visibility or analytics workflows?

5. Innovation, Agility & GTM Speed

  1. How quickly can you launch a new product or campaign across digital channels?
  2. Are testing and experimentation part of your digital go-to-market strategy?
  3. How aligned are your brand, e-commerce, and IT teams when deploying new initiatives?
  4. What slows down your ability to experiment with bundling, pricing, or promotions?
  5. Do you have an internal process for piloting and scaling digital transformation tools?

6. Strategic Goals & Transformation Metrics

  1. What digital KPIs are most important to your leadership team?
  2. Where do you see the most opportunity to reduce operational costs through automation?
  3. What’s your biggest blocker to full digital channel profitability?
  4. Are digital transformation initiatives fully owned in-house or shared across teams?
  5. If you could automate one part of your digital commerce operations this quarter, what would it be?

How Pepsales AI Helps

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Pepsales AI equips your sales team with industry-specific discovery intelligence tailored for complex transformation roles in FMCG and CPG. It helps uncover hidden inefficiencies in channel management, campaign operations, and digital workflows—accelerating your ability to consult and convert.

With Pepsales AI, your team gets:

  • Discovery flows tailored to digital transformation priorities in CPG
  • Adaptive prompts based on tech maturity, workflow gaps, and campaign velocity
  • Built-in objection handling around change management, risk, and compliance
  • Discovery automation to accelerate trust-building with technical and strategic buyers

Ready to Drive Digital Transformation in FMCG?

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Help transformation leaders modernize their commerce stack, unify operations, and unlock agile growth with Pepsales AI.

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