Commercial Excellence Maturity Assessment


Tell us a little about your organization...

Which Industry best represents your organization?
What is the approximate size of your organization in terms of revenue?

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 / data look like?
Do you group customers for commercial purposes? If so, how?
To what degree can you track performance metrics around customers?

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 or commercial team know what products are right for their customers?
To what degree does your organization understand the value your products & services create?

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?
Which of the following best describes how your organization sets prices (e.g. list prices)?
How often does your organization set or revise standard or list prices?
Which of the following best describes how your organization gives guidance to the sales team on deal prices or negotiated prices?
Which of the following best describes how your organization manages discounting or price negotiations?

SALES AND 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?
How does Sales know what products to offer or propose?
Which statement best represents how your Sales teams are incentivized?

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?
Which of the following statements best describes your capabilities to measure & monitor profitability performance?
To what extent do you track competitive price information?

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."
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."
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."
Agree