Win the market

Commercial Excellence 

Growth that shows up in the numbers

Commercial Excellence is where strategy becomes revenue. Our Commercial Excellence consultants work across sales, pricing and customer service in telecom, banking, media, energy and industry. We connect commercial strategy with operations so growth is realised, not just planned

Your value chain

Commercial ExcellenceSupply ChainOperationsSourcingAI & Digitalization across the chainESG across the chain
What we doAIHow we do itDeliverablesWhy it worksPartnersYour teamRelated

What we do

Our offerings 

Win the markets that pay

We find where you can win and what it takes: market assessment, segmentation, value propositions and the channel mix. Then we turn it into a go-to-market plan your sales teams can run from day one

What you get

  • Customers and markets prioritised on facts
  • Clear value propositions per segment
  • A launch plan with owners, targets and timing

AI in Commercial Excellence

Where AI makes the difference 

Which customers, channels and prices grow the top line. These are the places where we put AI to work with you

01Conversation analyticsAI that listens across customer calls and chats, finds the root causes of repeat contacts and turns them into training and better service
02Faster bids and quotesAI-drafted first versions of bids and offers, so sales teams spend their time on the customer, not the document
03Customer and price insightPatterns in sales and service data that show where to grow, where to adjust prices and which customers to develop

How we do it

Methods we have proven 

Distilled from our own projects. Open a method to see the steps we take with you

01Commercial strategy, partner model and KAMWe grow the top line by prioritising customers and channels on facts: a revitalised customer base, a clear partner and reseller model, a structured key account programme and a strategy tied to daily sales leadership+
  1. 1Assess every customer on facts and choose develop, retain or adjust
  2. 2Build the strategy on external and internal insight
  3. 3Design the partner and reseller model
  4. 4Set up key account management with clear criteria
  5. 5Align sales and marketing on one customer journey
02Complexity reductionA simpler, actively selling portfolio cuts cost across the supply chain and lifts earnings. The same goes for packaging and instruction material+
  1. 1Analyse sales data and find slow movers down to material level
  2. 2Make the cost of complexity visible
  3. 3Reduce the portfolio together with the sales companies
  4. 4Introduce a process for phasing out products
  5. 5Redesign packaging in a cross-functional team
03Customer experience and business modelsWe start from the customer's job and journey, test early with real customers and build the business model, sales organisation and systems around it+
  1. 1Map customer pains and the full customer journey
  2. 2Develop concrete solution ideas from data and workshops
  3. 3Prototype and test with customers and dealers
  4. 4Design the full business model: value, offer, channel, brand and price
  5. 5Rebuild the sales process, organisation and CRM
04Customer service excellenceCustomer service is lifted through four tracks, processes, organisation, KPIs and systems, with short sprints, root cause work on the biggest issues and knowledge gathered in one place+
  1. 1Analyse processes, systems and skills across all channels
  2. 2Run four workstreams: processes, organisation, KPIs and ERP
  3. 3Sprint on root causes behind first call resolution
  4. 4Gather knowledge in one place and connect track and trace
  5. 5Move small customers to e-commerce

Deliverables

What you get 

  • Go-to-market strategy and commercial model
  • Sales operating model, KPIs and incentive design
  • Pricing architecture and simulation tool
  • Customer service operating model and AI roadmap
  • Lead-generation engine on CRM and marketing automation
  • 100-day plan with prioritised initiatives

Why it works

Built for execution 

Growth

150% platform revenue growth in four years; recurring-revenue deals lifting EBIT year after year

Happy customers

Customers who find it easy to do business with you, measured and managed

The dots connected

Commercial strategy tied into supply chain, operations and finance so promises are kept

Solution partners

Partners we bring in 

All solution partners

Your team

Senior hands named 

Next offering

Supply Chain