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The world in which the commercial organization operates has changed dramatically over the past decade, as B2B buyers have gone digital and companies themselves are moving to digitalize.
However, most commercial organizations are still organized around a world view where sales sells and marketing supports. A commercial organization’s reconfiguration is needed to bridge the gap between sales & marketing to foster more value creation.
Similar to all projects, however, is the view that the commercial organization is a solution to meeting specific objectives (awareness creation, lead generation, sales, customer success, etc.) and addressing specific challenges. For this reason, we always start by clearly defined the objectives and areas of responsibility for the commercial organization to succeed with and the challenges the commercial organization needs to be structured around solving.
While the transformation of the organization might take longer, the process from start to a new organizational blueprint with associated operating model typically takes 3-4 months:
We take a practical approach to all commercial re-organization tasks, working closely with commercial leaders to co-create the new organizational blueprint based on our knowledge about best-practice, research about the company, and leaders’ understanding of what is achievable and desirable.
The VP of Marketing & Communications at a global industrial manufacturer with $3bn annual revenues found that changing tasks and requirements for her global marketing organization had resulted in 70% of her employees effectively working as ad-hoc project managers and, as a result, effectiveness and efficiency of her global marketing engine was suffering.
She needed a new global marketing organization to better capture new areas of responsibility into small, focused teams, creating centralized excellence functions while improving regional marketing’s ability to drive local growth and create a more slim and efficient global marketing organization.
Over three months, Kvadrant Consulting worked with the global marketing leadership team to create a new organizational blueprint with the defined team and role descriptions and designing the transformation roadmap to built a global marketing organization fit for their new reality.
We are growing and rapidly onboarding new clients to the Kvadrant tribe. Want to help them realize the full potential of their commercial organization?
We’re a team of commercial specialists experienced within change and transformation on both individual and organisational levels.
Kvadrant Consulting is a Copenhagen-based management consultancy focused on driving growth by designing, developing and accelerating the full commercial engine of global companies.
Palægade 8, 3. | 1261 Copenhagen | Denmark
Phone: +45 70 27 02 23
Mail: info@kvadrant.dk