Adapt your commercial strategy to an orchestrated model that aligns with evolving buyer dynamics
- Gartner client? Log in for personalized search results.
Commercial Strategy: 3 Ways to Boost Revenue
B2B organizations that unify their commercial strategy and utilize multithreaded engagements see 50% higher revenue growth than their competitors.
Achieving orchestrated engagement that not only meets but exceeds customer expectations requires a strategic investment of time, resources, and technology to develop and execute a comprehensive commercial strategy that aligns cross-functional capabilities.
Download our guide for actionable insights empowering CCOs to:
- Unify their commercial strategy for multi-stakeholder success
- Enhance cross-departmental collaboration
- Adapt to customer preferences and timing
About Commercial Strategy
In the rapidly evolving B2B landscape, Chief Commercial Officers (CCOs) must transition from merely listening to customers to taking proactive measures. According to Gartner's research, B2B buyers dedicate only 24% of their buying time to engaging with potential suppliers, often turning to digital channels even when interacting with sellers. This shift underscores the increasing complexity and opacity of the customer journey, necessitating a strategic adaptation by CCOs.
Leading companies are integrating transformative digital investments and technologies into their commercial strategies to enhance customer engagement.
To instill confidence in purchasing decisions, both for sellers and customers, CCOs should prioritize customer needs and preferences within their strategic frameworks. This involves creating coordinated touchpoints that unify buying teams and leveraging digital channels to offer seamless, personalized experiences.
Moreover, aligning marketing, sales, and service functions around a shared understanding of customer situations and engagement preferences is essential.
By integrating orchestrated customer engagement into their commercial strategy, CCOs can unlock significant opportunities for revenue growth and gain a competitive edge.
Commercial Strategy FAQs
What is the commercial strategy approach?
The commercial strategy approach involves aligning marketing, sales, and service to meet customer needs and drive revenue. According to Gartner, companies that integrate digital channels and customer insights into their strategy see 50% higher growth, emphasizing the importance of a cohesive approach.
What is a commercial strategic plan?
A commercial strategic plan outlines actionable steps to achieve business goals, focusing on customer engagement and market positioning. Gartner's data suggests that incorporating digital investments and cross-functional alignment in the plan enhances effectiveness and competitive advantage.