Tools & Value Calculators

Commercial Excellence Maturity Assessment

Commercial excellence is intelligent pricing and effective selling for optimized profitability. This short survey will help you assess where you stand on your journey.

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Is your pricing and selling optimized for profitability?

Take the assessment below to discover where you fall short.

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Tell us a little about your organization...

Which Industry best represents your organization?(Required)

Discrete Manufacturing (Industrial Products, Machinery, Automotive, Aerospace)

High Tech Manufacturing (Semiconductors, Components, OEMs)

Process Manufacturing (Chemicals, Oil & Gas, Paper, Metals)

Wholesale Distribution

Consumer Products Manufacturing

Services

What is the approximate size of your organization in terms of revenue?(Required)

Below $250 Million

$250 to $500 Million

$500 Million to $1 Billion

Above $1 Billion

Customer Dimension

On this page, we'll assess your organization's ability to understand your customers in a detailed and actionable way.

What does your customer or account information look like?(Required)

Parent-child or HQ-Subsidiary relationships are not represented. Customer names can have frequent misspellings.

Parent-child or HQ-subsidiary relationships are known and are correct. Customer names are usually correct.

Customers are classified into detailed groups across multiple attributes such as industry, costs-to-serve, revenue, and margin metrics.

Customers are segmented into microsegments beyond customer level, based on additional attributes and classifications.

Do you group customers for commercial purposes? If so, how?(Required)

No, we don't group customers — we treat them all the same.

Yes, into broad segments e.g. industry, size, gold/silver/bronze

Yes, into narrow segments using multiple dimensions e.g. industry, margin, behavior

Yes, into micro-segments e.g. customers can be multiple segments

To what degree can you track performance metrics around customers?(Required)

We can’t easily apply standard metrics at the customer level e.g. margin, revenue

We can apply standard metrics to customer hierarchies

We can apply standard and detailed metrics e.g. pocket margin, cost-to-serve

We can apply standard, detailed, and behavioral metrics e.g. buying at their forecast levels

Customer Dimension Score

Customer Dimension Maturity Stage

Weighted Customer Dimension Subtotal

Product Dimension

On this page, we'll assess your organization's ability to know and then offer the right product, service, or solution for each situation.

How does your sales team know what products are right for their customers?(Required)

Product offering is the same across all segments

Product offering is categorized by target markets e.g. regions, industries

Product offering combines a catalog with structured guidance for selection

Product offering is dynamic using an AI guided selling tool

To what degree does your organization understand the value your products & services create?(Required)

Value proposition is created at the product level and applied across all market segments

Value proposition is created by product for each market segment

Product value models are built for key categories e.g. Total Value to Customer, Economic Value Estimation

Product value models are built for most or all categories e.g. Total Value to Customer, Economic Value Estimation

Product Dimension Score

Product Dimension Maturity Level

Weighted Product Dimension Subtotal

Pricing Dimension

On this page, we'll assess your organization's ability to set, quote, and negotiate the right price for each situation.

Which of the following best describes what your organization's pricing strategy looks like?(Required)

No specific pricing goals defined

General goals and KPIs e.g. Margin Protection, Price Erosion, Discount-capping

Specific goals and KPIs per segment, price position vs competition

Pricing goals are linked to compensation plans and company objectives

Which of the following best describes how your organization sets prices (e.g. list prices)?(Required)

Price setting is subjective or simple cost-plus and/or competition-based

Price setting uses cost-plus and or/competition-based, and adjusted by location and channel

Price setting uses a basic value to market segment applying a simple price waterfall

Price setting uses a comprehensive value to market segment applying a simple price waterfall

How often does your organization set or revise standard or list prices?(Required)

Prices are set once a year or less often. Prices may be revised if a major change occurs

Prices are set and revised on a regular basis, appropriate for our industry or market

Prices are revised frequently based on market conditions and revised semi-automatically

Prices are dynamically revised based on signals coming from data like costs, competitive prices, buyer sentiment

Which of the following best describes how your organization gives guidance to the sales team on deal prices or negotiated prices?(Required)

Prices are dynamically revised based on signals coming from data like costs, competitive prices, buyer sentiment

We provide broad guidance in the form of deal size, region, and or channel

We provide general guidance based on administrative segmentation driven by algorithms, AI, or ML

We provide AI driven, deal specific price guidance with context and explainability

Which of the following best describes how your organization manages discounting or price negotiations?(Required)

There are no rules in place for deal pricing or discounting; it's done on an ad-hoc basis.

Rules for deal pricing and discounting are not process driven and not effectively enforced

Rules for deal pricing and discounting are managed manually, with a deal desk reviewing approvals and exceptions

Rules for deal pricing and discounting are fully automated with workflow software

Pricing Dimension Score

Pricing Dimension Maturity Level

Weighted Pricing Dimension Subtotal

Sales Channel Dimension

On this page we'll assess your organization's ability to communicate the right offer (products & prices) for each situation.

Which statement best represents how your Sales team sells?(Required)

Sales teams focus on broadly applicable features and rely on price as the key lever to make a sale

Sales teams focus on differentiated product features with benchmarks vs the competition to justify price levels

Sales teams use a consultative approach focused on solving customer problems, with structured discovery and proposal frameworks.

Sales teams leverage their in-depth understanding of the customer’s business process

How does Sales know what products to offer or propose?(Required)

Sales reps rely on product experts to know what to offer

Sales reps have industry- or market-specific assortments that fit those general needs

Sales reps have rule-based selling guides that help them make appropriate offers for typical situations

Sales reps use automated, AI-driven guides to tailor highly customized offers for specific customers

Which statement best represents how your Sales teams are incentivized?(Required)

Revenue and/or volume levels only

Revenue and/or volume levels, with some deal quality measures (margin, etc.)

A blend of KPIs aligned with commercial and corporate strategy, set annually

A blend of KPIs aligned with commercial and corporate strategy, set regularly, with integrated real-time visibility

Sales Channel Dimension Score

Sales Channel Dimension Maturity Level

Weighted Sales Channel Dimension Subtotal

Analytics Dimension

On this page we'll assess your organization's ability to leverage a variety of data inputs (external and internal) that can inform your commercial strategies and tactics.

To what degree do you have or utilize the price waterfall concept?(Required)

We don’t have a price waterfall

Price waterfalls are available for every customer to monitor account profitability

Price waterfalls are available for every customer to monitor account profitability; costs-to-serve are based on customer activity

Price waterfalls are available for every customer, with customer lifetime value calculated and used for deal making purposes

Which of the following statements best describes your capabilities to measure & monitor profitability performance?(Required)

No systematic monitoring of segment / channel / customer / product profitability

Systematic monitoring of segment / channel / customer / product profitability

Systematic monitoring of segment / channel / customer / product profitability, with costs-to-serve based on customer activity

Systematic monitoring of segment / channel / customer / product profitability, with costs-to-serve based on customer activity. Readily available scenario simulation

To what extent do you track competitive price information?(Required)

Competitive price tracking is ad hoc, and data is scattered

Competitive price tracking is in various reports, but with limited analysis

Competitive price tracking is used by both sales and pricing teams, with tools for easy analysis

Competitive price tracking is used by both sales and pricing teams, with tools for easy analysis and rapid application in pricing decisions. Competitive insight are in a centralized tool

Analytics Dimension Score

Analytics Dimension Maturity Level

Weighted Analytics Dimension Subtotal

Commercial Process Integration

On this page we'll assess your organization's process integration across disciplines and processes.

To what degree would you agree with the following statement: "Our product teams are aligned and in-sync with those who set & manage product list prices."(Required)

Strongly Disagree

Disagree

Agree

Strongly Agree

To what degree would you agree with the following statement: "Our sales teams understand why we set prices they way we do, and are generally supportive of our pricing strategy or methods."(Required)

Strongly Disagree

Disagree

Agree

Strongly Agree

To what degree would you agree with the following statement: "Our sales teams and our product / pricing teams have objectives, goals, and incentives that are generally aligned."(Required)

Strongly Disagree

Disagree

Agree

Strongly Agree

Commercial Process Integration Score

Commercial Process Integration Maturity Level

Weighted Commercial Process Integration Subtotal

Final Score

Overall Assessment Level:

Rebates & Incentives

How effectively does your organization manage the administration of your rebate programs you need to run your business, in terms of variety and complexity of rebate programs?(Required)

Rebates are managed offline, admin is highly manual in spreadsheets

Rebates are managed online, but they are not overly complex

Rebates are managed online, they are very complex, but lacks a centralized means of managing them

I am fully able to manage the complexity of these processes, anything my teams ask me to cover I can support in my current solution

How accurate are your rebate calculations and claims processing; are you confident that you are paying the correct amount?(Required)

I am not confident in payment accuracy and suspect my organization may be paying out millions in rebates that are unqualified

I'm somewhat confident we are paying the correct amount

I'm confident, the incentive rules are system-enforced with automated checks to prevent most, but not all, margin leakage

I'm confident our rebate payments are 100% accurate with no unqualified rebates

How effectively do you ensure accounting — accruals, settlements and payments — are fully compliant for rebate and incentive programs (including timing and financial impact)?(Required)

Accounting — accruals, settlements and payments — for rebates are handled manually with limited transparency and frequent discrepancies

Accounting — accruals, settlements and payments — is tracked but requires manual reconciliations, increasing the risk of compliance issues

Accounting — accruals, settlements and payments — is systematically tracked with structured workflows and periodic automated reconciliation

Accounting — accruals, settlements and payments — are fully automated, auditable, and aligned with compliance requirements, including precise timing of revenue recognition

Unstructured

Your organization is at Level 1, where your Commercial Excellence capabilities are “Unstructured.”

Your value propositions of products/services and prices are simplistic and uniform across all customers and delivered through an ad hoc, and chaotic experience.

Use the following form to download your detailed scores for each individual dimension of commercial excellence capability, along with actions you can take for improved growth + profitability.

Disciplined

Your organization is at Level 2, where your Commercial Excellence capabilities are “Disciplined.”

You use simplistic and basic rules to organize actions for routine offers. Approval processes for non-standard situations are established but consume excessive time.

Use the following form to download your detailed scores for each individual dimension of commercial excellence capability, along with actions you can take for improved growth + profitability.

Adaptive

Your organization is at Level 3, where your Commercial Excellence capabilities are “Adaptive.”

You’ve established sophisticated rules used to organize actions for most offers. Approval processes for nonstandard situations are established and straightforward.

Use the following form to download your detailed scores for each individual dimension of commercial excellence capability, along with actions you can take for improved growth + profitability.

Optimized

Your organization is at Level 4, where your Commercial Excellence capabilities are “Optimized.”

You have a detailed and nuanced understanding of each customer. This enables tailored offerings for value and are priced accordingly – through an easy, digital experience.

Use the following form to download your detailed scores for each individual dimension of commercial excellence capability, along with actions you can take for improved growth + profitability.

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Get ahead of the competition.

Get new research, perspectives, and practical insights delivered directly to you, as they publish.

Why Take the Assessment?

What would you do with $26 million?

That’s the average annual value delivered when Vendavo customers optimize for commercial and pricing maturity.

Understanding factors like maturity of customer segments, products, prices, channel, analytics, and process allows organizations like yours to strategize improvements. The first step toward massive growth and profitability is taking the Commercial Excellence Maturity Assessment.

How the Assessment Works

Vendavo’s Commercial Excellence Maturity Assessment will help determine where you are on your journey.

The process is simple:

Fill out the form above to get started.
We’ll run our analysis on 6 critical capabilities: customer segments, products, prices, channel, analytics, and process.
A generated report provides you details about where you stand today, what this means for your organization, and how to think about areas of improvement.

The results of this Assessment have been validated with our customers (like you!), and they’ve been able to streamline their commercial pricing programs for ongoing growth and success.

Take the Assessment to start streamlining your commercial and pricing programs.

Clarity to steer yourcommercial journey.

Clear insight to power smarter action. We’re here for every step.

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Commercial Excellence Maturity Assessment

Is your pricing and selling optimized for profitability?

Tell us a little about your organization...

Customer Dimension

Product Dimension

Pricing Dimension

Sales Channel Dimension

Analytics Dimension

Commercial Process Integration

Rebates & Incentives

Unstructured

Disciplined

Adaptive

Optimized

Access My Report

Section Break

Get ahead of the competition.

Why Take the Assessment?

How the Assessment Works

Clarity to steer yourcommercial journey.

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Insights

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