We deliver projects to mid-market companies with an ambition to scale their business, and to Enterprise clients that are global leaders in their industry.
Our clients operate in B2B complex sales models within software/SaaS, IT technology, bioscience, financial services, advertising, shipping, healthcare, manufacturing industry and professional services (AEC).
Growth companies are typically looking to execute on a value creation plan over 24-36 months. The plan usually defines several commercial excellence initiatives as key drivers for scaling the business. Our role is in reference to the CEO or CCO/CRO to scope, execute and deliver on the initiatives in collaboration with the existing organization.
CCS NORDIC CLIENT CASE
PROJECT:
Program Management
CLIENT PROFILE:
Mid-market financial software, Private equity backed
ASSIGNMENT:
18 months engagement, ComEx program execution
CHALLENGE:
The leadership team and board developed a 36-month Value Creation Plan (VCP) for growing the company as part of the private equity fund investment strategy. The CCO did not have the resources or personal time to organize and drive the portfolio of projects that was laid out for Commercial Excellence in the VCP.
CCS Nordic was tasked with organizing the projects and executing according to defined deliveries. To manage the portfolio we built and executed a ComEx program with four work tracks:
- Enable channel strategy
(partner identification & strategy) - Align customer approach
(Segmentation & customer tiering, KAM program) - Customer engagement process
(Sales process, CS process and CRM update) - Sales leadership
(Data model, KPIs, dashboards, pipeline management, deal review, KA reviews)