Pagamon supported a major actor of the digital communication sector as part of the client’s transformation plan of their commercial organization
- Following the transition from a monopolistic situation to a more competitive environment and following the evolution from selling a product to selling a service, the client leads a transformation programs of their commercial organization.
- As part of this transformation, the client requests a benchmark of the commercial organization models in the BtoB sector.
- Targeting of traditional firms of the BtoB sector that face similar issues and validation with the client
- Identification with the client of the themes to focus on and writing of an interview guide
- Benchmark of the commercial organizations of digital start-ups
- Inventory of the trends, best practices and the pitfalls to avoid during a transformation program of the commercial organization
- Proposal for an organization target model
- Models of the selling ecosystems
- Mapping of the roles and responsibilities of the different actors of the selling ecosystem according to the steps of the selling process
- Matrix of the commercial handling (intensity and channels) according to the client segmentation.
- Compensation models