Your 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 Approach
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.
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.
Our Services
- 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
Our Platform
- 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
