A global provider of blasting products and services sought a commercial transformation across its business
The client needed to reimagine its commercial approach across pricing and sales to maximize value capture across a disparate global market.
Historic pricing relied on cost-plus thinking with discretionary margins, compounded by a redundant SKU architecture.
Sales processes, targets, and compensation were non-systematic and decentralized, with varied behaviors leading to wide discretionary discounting and lack of operational control at the central or business unit level
We lead a holistic commercial transformation across GTM, pricing, and sales
We designed a product pricing model to better align pricing for products and services for specific customer segments across discrete global markets. We mapped and optimized the end-to-end sales process and remodeled and launched a new sales compensation plan to align targets to strategic outcomes. We developed new market and category entry strategy to unlock new large customer opportunities
Finally, we implemented new process, governance, and tracking mechanisms across all commercial initiatives.
The client has realized significant margin expansion and commercial efficiency
This commercial transformation has cascaded across the organization’s people, process, and infrastructure to drive margin expansion, faster and more successful sales cycles, and clear performance tracking to drive compounding growth and organizational discipline.
This approach forecasted approximately 9.9% gross profit uplift in year one with substantial cumulative impact projected over four years.
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