How We Help
How we help
18 ways we help commercial teams
Every engagement combines a few of these approaches, chosen for your situation. Each page explains what you get, how it works, the problems it solves and the clients who have used it.
How we help
Needs-based segmentation and customer tiering
We group customers by what they need and value, then design an offer, service level and price for each group.
How it works →How we help
Value pricing
We quantify the value your offer creates against the customer's next-best alternative, set price positions on a value map and build the pricing logic sales can defend.
How it works →How we help
Key account management
We help you choose the accounts that deserve a strategic plan, build one-page key account plans with the team, and connect them to resources, forecasting and reviews.
How it works →How we help
Company marketing academy
A company-branded academy gives the whole commercial team one language, process and toolbox, applied to real markets.
How it works →How we help
A common commercial process and toolbox
We install one strategic marketing and commercial process, with linked tools, across business units and regions.
How it works →How we help
Marketing headcount and operating model benchmarks
We compare your marketing roles, headcount and structure with similar B2B business units by size, profit, R&D and growth.
How it works →How we help
Capability assessment
We assess individuals and teams against the marketing, sales and finance capabilities your strategy needs, compare them with industry best in class and link the gaps to business results.
How it works →How we help
Capability development road map
We turn assessment results and business priorities into a sequenced road map: which capabilities to build first, for whom, how, and how to measure return.
How it works →How we help
Quick-win applied projects
We apply the new process to one or two priority markets straight away, so the team sees results while it learns.
How it works →How we help
Growth logic and strategic marketing plan
We build the logic that connects a revenue target to specific markets, segments and offers: where growth will come from, why you will win, and what it takes.
How it works →How we help
Value propositions, brand and demand generation
We build value propositions for each target segment and turn them into brand messages and campaigns that generate demand with the right customers.
How it works →How we help
Value chain mapping
We map who buys, specifies, influences and captures value from supplier to end user, so your value proposition and price work for every step that matters..
How it works →How we help
Value selling and negotiation
We train and coach sales teams to sell on value: quantifying it, telling the value story, handling objections and negotiating without defaulting to discounts.
How it works →How we help
EdgeSim™ business simulation
EdgeSim™ lets teams run a B2B business in a simulated market and see how marketing, pricing and investment decisions flow through to P&L and cash.
How it works →How we help
Toolbox licensing
Teams license individual tools or the full Market Edge toolbox, customized with their terms and examples, so everyone plans with the same frameworks.
How it works →How we help
Opportunity assessment and innovation portfolio
We give R&D and commercial teams a simple, repeatable way to assess ideas before R&D starts: a one-page overview, an NPV model and consistent scoring, shown in one portfolio view..
How it works →How we help
Innovation cadence and governance
We set up the review rhythm, decision rights and data discipline that keep an innovation portfolio honest, including real customer experiments at each gate..
How it works →How we help
Sales cadence, pipeline and CRM discipline
We help sales teams build the habits that make strategy happen: territory and account planning, call preparation, pipeline reviews and CRM use that managers actually rely on..
How it works →By situation
Needs-based segmentation and customer tieringMoving from commodity to specialty, Reshaping the sales forceValue pricingMoving from commodity to specialty, Pricing a new product launchKey account managementMoving from commodity to specialty, Reshaping the sales forceCompany marketing academyMoving from commodity to specialty, Giving technical teams a commercial languageA common commercial process and toolboxBuilding or rebuilding a marketing function, Giving technical teams a commercial languageMarketing headcount and operating model benchmarksBuilding or rebuilding a marketing function, After a spin-off, carve-out or PE acquisition, Proving the value of marketingCapability assessmentBuilding or rebuilding a marketing function, Proving the value of marketingCapability development road mapAfter a spin-off, carve-out or PE acquisition, Proving the value of marketingQuick-win applied projectsBuilding or rebuilding a marketing functionGrowth logic and strategic marketing planAfter a spin-off, carve-out or PE acquisitionValue propositions, brand and demand generationAfter a spin-off, carve-out or PE acquisitionValue chain mappingPricing a new product launchValue selling and negotiationPricing a new product launch, Reshaping the sales forceEdgeSim™ business simulationGiving technical teams a commercial languageToolbox licensingGiving technical teams a commercial languageOpportunity assessment and innovation portfolioDeciding which innovation projects to fundInnovation cadence and governanceDeciding which innovation projects to fundSales cadence, pipeline and CRM disciplineReshaping the sales force
Not sure which approach fits?
Book a 20–30 minute sounding board conversation with a senior consultant who has sat in your seat. No cost, no commitment.