Sector:
Industrial and Commercial Services
Service Lines:
Commercial Organization
Client Situation
A leading packaging services company closed an acquisition of a major competitor, resulting in a global leader
The combined company had a mix of overlaps and complementary offerings, capabilities, customers and geographies
The client needed a new commercial organizational model that would enable it to capture revenue synergies and position it for long-term growth
How We Helped
Using pre-close work we completed on customer segmentation and revenue synergies, we evaluated both commercial organizations for alignment to the growth opportunity
Collaborated with the management teams to define an organizational vision and a set of design principles and decision criteria
Co-created with management several new commercial models and evaluated each for potential fit
Pressure-tested each model and recommended a ‘front-back’ model that placed sales and marketing resources close to customers and in geographies, with offerings and operations led from regional centers
Drafted new roles and adjusted others, along with decision rights and governance, to fit the model, and guided a talent selection process
Result
Successfully generated consensus on a new commercial organization that aligned with multiple customer segments to serve the combined business
Client generated several noted customer wins with cross-selling from the broader portfolio within a few months of implementing the new model, and retained key sales and marketing talent