Customer 360
Walmart
Retail · USA · relationship since 2003 · 3.6% of AVY revenue
Health · WATCH
FY25 revenue
$320M
YoY growth
+48.8%
Share of wallet
62%
NPS
58 (+6)
Open pipeline
$78M
Product mix · share of Walmart wallet held by AVY
AVY holds dominant share of WMT label spend; RFID still ramping.
Pressure-sensitive label materials · 52%
RFID inlays (Intelligent Labels) · 34%
atma.io subscription · 8%
Vestcom shelf-edge · 6%
Contract: MSA-2024 · expires Dec 2027 · auto-renew: Yes · price-step-review: None
Open opportunities · 3
$78M total · weighted $39M at 50% blend
Cat-4 RFID expansion (GM)
Pricing dialogue
$48M
65% prob
atma.io analytics SaaS upsell
POC
$18M
55% prob
Cold-chain food RFID
Discovery
$12M
30% prob
Active risks · 2
$22M exposed across 2 risks
Cat-4 ramp tracking 12% below plan
Exposure $7M
HIGH
Competitor SATO bidding cat-5
Exposure $15M
MED
Relationship map
Senior-to-senior engagement is healthy; mid-level coverage gaps in technical procurement
| Their side | Our side | Last touch |
|---|---|---|
| Doug McMillon (CEO) | Deon Stander (CEO) | 2026-04-08 |
| John Furner (Wal-Mart US) | F. Melo (Solutions) | 2026-05-12 |
| VP Supply Chain | Senior Acct Director | This week |
Recent activity timeline
Wins clustered last 30 days; one open risk to track
2026-05-16
Cat-2 LIVE on men's apparel (5,200 stores)
2026-05-10
Cat-3 UAT begins (women's apparel)
2026-05-08
Cat-4 pricing dialogue opened
2026-05-02
WMT visits Painesville plant
AI account plan
What to do next on this account — synthesized from products, opps, risks, relationships and timeline
AI Plan
PRIORITY: lock cat-4 commitment in May. Lead with cat-2 LIVE evidence and cat-3 UAT progress. Concede pricing only against 24-month commit. Open the atma.io analytics SaaS conversation in the same window — Doug's team wants store-level visibility in time for Q3 planning.
Refreshed on each visit; click "Brief me deeper" to expand any section into a working document.
Cockpit Q&A · Walmart
Ask anything about this account
What's the one move that locks the next 24 months on this account?
Draft an email to Doug McMillon (CEO).
Top 3 things to bring to the next QBR.