A commercial organisation built for how customers buy today.
We design the roles, structure and incentives in sales, marketing and service so the organisation supports the strategy instead of slowing it down.
Many commercial organisations reflect how customers bought ten years ago.
Field sellers cover everything from key accounts to small repeat orders. Marketing and sales work in separate worlds. Incentives reward volume, while the strategy asks for margin.
The organisation was built for one way of selling, and the market has moved on.
Structure follows strategy, and incentives decide behaviour.
When roles match the customer segments, key account managers for the largest customers, inside sales for the many small ones and specialists where the products demand it, each customer gets the right attention at the right cost.
And when incentives reward what the strategy asks for, behaviour follows without endless reminders.
We design roles, structure and incentives around your customers.
- 01
Map today's organisation
Roles, coverage, workload and cost to serve per customer segment.
- 02
Design the target model
Roles, structure, spans and the collaboration between sales, marketing and service.
- 03
Align incentives
Targets and pay that reward margin, growth and the behaviours the strategy needs.
- 04
Make the move
A transition plan, role descriptions and the conversations that make the change land.
What you hold at the end
- 01
A target organisation
Roles and structure that match your customers.
- 02
Aligned incentives
Pay that rewards what the strategy asks for.
- 03
A transition plan
Steps and communication for a smooth change.
Talk to a partner, not a sales team
Tell us where your organisation slows the strategy down. René Tristan Lydiksen, Founding Partner, takes the call.
René Tristan Lydiksen, PhD
- 01Tell us where you are
A few lines are enough. No brief needed.
- 02René gets back to you
Personally, not through a sales team.
- 03A first conversation
About where you are and where to start.