Commercial Leadership
Top down leadership to empower and endorse the transformation pf the commercial model to unify sales, marketing, and service into one revenue team and become more accountable, data-drivven, and customer focused.
Demand full accountability for return on enterprise selling, resources, assets, and investments.
Establish a single point of decision-making for the enterprise revenue process, assets, and investments
Provide top down leadership to empower the organization to transform the commercial model.
Commercial Operations
Reconfigure the operations that support growth and enable human sellers to provide coherent end-to-end management of all customer facing employees, infrastructure, investments, and the customer journey.
Establish a common purpose across sales, marketing, and customer success teams.
Establish cross functional organizational structures to support human selling across the enterprise.
Establish and manage a cross functional commercial process across the enterprise.
Commercial Architecture
Redesign the commercial architecture to maximize return on selling assets by improving the speed, visibility, productivity, and engagement of front line selling teams and reducing cost to sell.
Redesign the go-to-market architecture to improve performance and engagement.
Adjust the sales force design to improve performance, engagements, and costs.
Modify assignments, territories, and incentives to align resources and opportunity.
Commercial Insights
Turning customer engagement and seller activity data into commercial insights that create value and inform decisions, actions, and conversations at the “moment that matters” in the human selling process.
Convert revenue data into prescriptive revenue intelligence that informs day-to-day decisions in real time.
Establish fact-based reporting, analytics, KPIs, and dashboards of commercial performance.
Use analytics to create better predictions, parameters, and scenarios to inform investment, allocation, and emphasis.
Commercial Enablement
Building a common core of commercial capabilities that enable human selling and maximize the contribution of selling assets and investments to revenue and profit growth outcomes.
Reconfigure the commercial technology infrastructure to better support revenue team enablement.
Reconfigure the commercial technology infrastructure to better support rediness, training and development.
Deploy technologies to enhance the lead-to cash cycle and capture more revenue, margin, and price realization.
Commercial Asset Management
The strategic managment of the commercial data, technology, content and IP assets to maximize utilization, impact, and return on investment.
Establish operational ownership, organizationm and deployment of selling content and IP across functions.
Establish a common architecture and owner to monetize customer data assets.
Establish centralized stewardship and reconfiguration of the commercial technology portfolio across functions.
