Key challenges
Product innovation in large organisations requires an approach which takes the best from "creative" and "control" skills domains. Very large product portfolios must be managed digitally via a well structured product catalog, with rich product attributes and good governance and processes. We also work with go-to market approaches in order to drive growth.
Optimising customer experience, sales, product portfolios and pricing to drive growth are related to several different challenges:
- How will you bring newly invented products and/or services to market?
- How is a compelling customer journey created, including digital customer experience and physical interaction points?
- What is the potential for optimising pricing via, e.g., increase, differentiation, bundling, value added services, surcharges?
- Which sales channels are the most valuable?
- How should the sales force be organised to be most effective?
- What is the right balance between human and digitally driven sales and marketing?
- How do you approach production innovation and development, in particular how do create innovation in large organisations, e.g., separate vs. embedded, agile vs. waterfall, external vs. internal?
- How should you structure your products and packages?
- At what level should pricing be carried out?
- What are the best practices for product information management?
- How do you establish different perspectives on a product catalog, e.g., customer, internal, finance?
Our services
Commercial excellence is often a cross-organisational improvement process. We work with sales and marketing divisions, as well as product development and operations on these topics.
- Overall go-to-market strategy
- Channel strategy, including targeting, segmentation, partnering
- Sales effectiveness, pricing and marketing effectiveness
- Pricing optimisation, including national vs. regional, benchmarking
- Online distribution strategy
- Product strategy and product portfolio management
- Product innovation
- Product development of new products, both business and IT side
- Product and package catalog design, incl. facilitating agreements between different stakeholders
- Product management review
- Pricing and revenue management
- Selection of Product Information Management system, incl. broad architecture review
Most relevant for: CCO, CSO, Head of R&D, Head of Business Unit, Head of business transformation
Examples of our proprietary concepts and methods
- Pricing lever library and sample results
- Commercial excellence process framework
- Sales KPI database
- CRM capability model
- Product catalog templates for different industries
- Productivity tool for management for products and packages
- Collection of best practices for product management implementation
