Wonder

Research Outline

Prepared for Lars L. | Delivered November 18, 2019

Commercial Excellence and Maturity Framework

Goals

Determine information on commercial excellence and maturity framework for a business pitch.

Early Findings

Commercial Excellence and Maturity Framework
Based on a global marketing and sales training initiative, a 12-step go-to-market commercial excellence approach is beneficial in ensuring universal understanding of the concepts involved.
The twelve steps involved can be classified under these four stages: creating insights, creating value propositions, creating success, and measuring success.
Under the creating insights stage, the following steps are involved: defining strategy, detecting customer insights, and segmenting customers.
Under the creating value propositions stage, the following steps are included: developing solutions, managing pricing and managing brands.
As part of creating success under stage 3, these steps are involved: selling, managing key accounts, activating channels, and creating pull.
Finally, measuring success under stage 4 include improving continuously and optimizing planning.