Customer Value
Focusing on target markets and customer segments to ensure value is clearly defined, created, understood, communicated and realised.
We lead with our customer centric, market back process:
We believe commercial excellence is when both customer value is realised, AND business performance is optimised
Market & Customer Segmentation
Where we play. Granular insights and deep market understanding enables strategic clarity in where we will focus growth efforts.
Value Proposition
How we differentiate. Defining the value we create for our customers drives decisions on how we realise long term success.
Service & Product Portfolio
What we sell. Value realisation is underwritten by portfolio selection. How we structure our offerings then enables our value to be communicated.
Go to Market Strategy
How we win. Values are championed through our organisation design, and execution standards – with clear new v existing customer focus
Customer success
Value realisation. Customer success is a core value ensuring at all stages of the lifecycle we deliver the value committed and win / retain customers effectively.
Business Performance
Creating and nurturing and environment to win where commercial teams, process and tools are effectively designed, enabled and leveraged.
We champion four fundamentals to optimise performance and productivity:
Engage – talent, capability, competences & organisation design that builds a team and culture leading with value.
Example initiatives – role clarity & activity modelling, sales incentive/target design & management, key account management.
Execute – cadence & standards executed, assessed & enhanced continuously.
Example initiatives - sales management standards, pipeline & forecasting management, pricing strategies.
Enable – data, process & tools creating focus, scale and removing redundancy.
Example initiatives – CRM / CPQ technology leverage, AI tools for performance & retention, account based marketing, centres of excellence.
Evolve – agility and flexibility to introduce new strategies with speed, at scale.
Example initiatives – new product or service introductions, new market entry, customer success