At a glance

Client: Patagoniafresh, a Chilean tomato paste producer

Category: Food ingredients

Market: German industrial food manufacturing

Agents deployed: Sales Agent and Innovation Agent, working together on one platform

The challenge

Germany is one of the largest import markets for tomato paste in the world and processes almost none of its own. The demand is certain. The buyers are not visible.

Tomato paste is bought by industrial manufacturers and co-packers that do not advertise and do not appear in supplier directories under the products they actually make. Conventional buyer lists return importers and trade houses rather than the companies behind the products on the shelf.

Market intelligence, when it exists at all, often arrives from a panel quarterly and is already six weeks out of date.

Patagoniafresh had a competitive product, a market that needed it and no reliable way to determine where to start.

The agents Talio deployed

Talio deployed two commercial agents working continuously on the same category through one platform. What one agent learned about the market fed directly into what the other said to it.

Sales Agent

The Sales Agent worked continuously across the German category using retail, verified trade and social signals.

It found manufacturers using the formats and formulations that fit the Patagoniafresh portfolio, ranked them by suitability, mapped the route to each buyer and drafted the outreach.

Innovation Agent

The Innovation Agent mined the same live retail, social and product-launch data for the claims, ingredients and whitespace defining the German shelf.

It established what was already considered table stakes, what was genuinely differentiating and where a new supplier could credibly position itself.

Why the Innovation Agent mattered

A ranked account list tells a seller which door to knock on. It does not tell them what to say when that door opens.

The Innovation Agent supplied that context. By reading claims, ingredients and product launches across the German category in real time, it showed which messages the market had already heard from every other supplier and which product attributes buyers still had an unmet reason to care about.

The outreach was then built on that evidence rather than relying solely on the supplier claims Patagoniafresh might otherwise have led with.

The same signal stream that finds the buyer also shows what the buyer is missing. That is the loop, and it is why the agents share one platform.

Autonomous, not prompted. Connected, not siloed.

The agents work the category according to a schedule, not only when someone submits a request.

Signals can surface before a competitor sees them, while the commercial team spends its time on valuable conversations rather than manual research.

What was delivered

Opportunity Map

German accounts found and ranked by suitability and growth potential, with a recommended action for each one. Competitors and out-of-scope companies were separated out, with the reason for exclusion clearly explained.

Decision-Maker Map

Named contacts across procurement, quality and product development, with verified routes to each decision-maker.

Category Benchmarks

Pricing, claims and whitespace positioning across the target categories, delivered through the Innovation Agent.

Sales Playbook and Outreach

Evidence-backed sales narratives and individual account sequences. Existing prospects were treated as re-engagement opportunities rather than cold contacts.

CRM-Ready Data

Accounts and contacts structured for direct import, ensuring the engagement ended with a pipeline the team could work rather than a report they first had to interpret.

The outcome

Patagoniafresh entered the engagement without a defined German target set.

Eight weeks later, its commercial team had a ranked account map, named buyers and evidence-backed outreach ready to send.

Set up once. Working every day.

Purpose-built for food and beverage

Talio agents are trained on the categories, retailers, regulations and factory realities specific to the food and beverage industry.

They run autonomously, with defined objectives and schedules, so the work arrives without anyone having to ask for it.

Tomato paste was a difficult case: an industrial buyer, a product that is often invisible in the finished good and no existing list of the companies that actually purchase it.

The agents that solved this challenge work in the same way across any food and beverage category.