Businesses are facing disruptions at a speed and scale never experienced before. Senior leaders readily admit that it is difficult to develop definitive return plans due to the many uncertainties around a virus resurgence, the future of remote work, and evolving changes to buying behaviors, among others.
For industrial or engineered products and services companies, this poses a significant challenge to the effectiveness of existing sales and marketing models. The shift to remote work has likely impacted your ability to conduct sales visits, attend trade shows, or host demonstrations in your innovation centers that showcase your expertise, technical capabilities and fit with customer needs.
To achieve this you will need to have better real time insights to evolve customer experience, adapt elements of your strategy through experiment and learning, carefully re-plan your next few quarters, and fully embrace digital and virtual commerce to accommodate a different future of business interactions. The good news is that this can be accomplished in weeks not months. An accelerated impact will require:
B2B leaders embracing these shifts early are gaining market share by establishing a Revenue Command Center approach - which helps bring together marketing and sales leaders, connects a set of analyses and data tools, helps organize agile problem-solving workshops, and a focused approach to reach your customers - to help drive Sales, Marketing and Service innovations.
In just a matter of weeks PwC can help you set up a Revenue Command Center approach, enabling you to:
Concentrate leadership skills across your company into a singular “place” to drive innovative and integrated approaches to customer engagement
Bring together various data analytics and related tools and dashboards to be able to respond rapidly to external and internal changes.
Conduct a strategic rapid diagnostic and accompanying “agile process framework workshops” to help diagnose and address in rapid cycles
Focus on retaining existing customers with creative commercial strategies, while attracting new customers who are critical to your future growth.
Establish two teams working side-by-side to address near and long-term strategic and operational responses
An “execution team” that masters the Agile execution of responses, drives skills and adoption
A “future forward team” that drives investment priorities and programs that create scalable capabilities for the future
Reset Segmentation, roles and Coverage models
Ready-to-customize data models with integrated external intelligence feeds and analytics that provide you early insights and course correction on segmentation realignment, coverage changes and incentives realignment.
Compelling New Revenue Models
These include subscription and consumption models that appeal across a diverse B2B customer base. Such innovations also require a strategy to develop capabilities to leverage technology as a catalyst to redefine the customer experience. Revenue Command Center enables the ability to experiment and scale at speed.
Creative and Dynamic Pricing
Integrate dynamic customer needs and insights. Rethink and personalize your existing pricing and discounting models. Develop process discipline and redefine the operating model to rapidly scale capabilities across the organization.
Enhance Digital Engagement Capabilities
E-commerce and digital marketing is linked to virtual sales, giving you a digital operating model enabled by efficient use of data and analytics.
Evolve Offering Portfolio
Simplify your products so they’re more suitable for sales through digital channels. Rapidly operationalize your smart knowledge self-serve and configuration digital tools. Price for long term loyalty instead of short-term promotions.
Accelerate Business Processes
Recalibrate your sales processes, leveraging digital tools to enhance the customer experience, while dramatically changing your key performance indicators.
Driving growth with targeted product recommendations that enable cross-selling and up-selling
Revenue protection with clear positioning on value and revised pricing guidelines
Accelerated deal throughput by rapidly responding to changing circumstances
Improved productivity of sales teams, while helping reducing costs
Readying your company for the future, through rapid experimentation and scaled Go to Market refinements
Global Industrial Manufacturing and Auto Industry Lead, PwC US
US Salesforce Partner, PwC US
Digital Front Office Transformation Lead, PwC US
Principal, Transformation, PwC US