ALM rates PwC a leader for Commercial Execution consulting in their October 2018 Vanguard.
Digitalization has altered the sales landscape. Through direct selling channels leading to increased transparency on both the brand and consumer ends, sellers have the chance to increase brand loyalty. Per ALM, what sellers are now looking to capture is “achieving the twin goals of capturing new sources of revenue and lowering costs to serve.” What the current landscape allows for is, “previously competing performance drivers to come together synergistically.”
Nathan Simon, author of the ALM report, notes PwC’s breadth of capabilities as most expansive in market, stating, “Drawing on a diverse combination of resources, including its Strategy& affiliate, legacy operational competence, and technology expertise and partnerships, PwC exhibits the greatest breadth of capability among leader consulting providers.”
The author goes on to remark on PwC’s integration focus, “The firm’s service delivery model is both highly instrumented in terms of integration with technology platforms and hands on inasmuch as its consultants work shoulder-to-shoulder with clients: both qualities that contribute notable strength in integrating the execution of marketing and sales.”
Simon also highlighted PwC’s emphasis on cross-organisational holistic integration. “PwC’s consulting approach reflects its point of view that commercial performance is ultimately a function of the collaboration among marketing, sales, and service functions that yields better customer experiences and revenue growth. The firm directs its approach at helping clients’ commercial organizations in the context of their efforts to navigate digital disruption, adopt new business models, capture insights from data, shift decision-making to the front line, and speed time to market.”
The report summarizes PwC’s solutions offering, “Cutting across these offerings is the firm’s integrated sales and commercial transformation offering, which PwC positions as a complete solution designed to balance the tradeoffs between standardization and customization across complex business organizations…PwC uses its BXT (Business, Experience, and Technology) teaming model and associated experience centers to bring together the full complement of skills to design and build operating assets that can deliver both rapid outcomes and ongoing capabilities.”
Cornel Nolte, Global Salesforce Alliance & Customer Consulting Leader, PwC, said of the accolade, “We are delighted to be named a leader for Commercial Execution Consulting. When designing customer experiences, we take an outside-in perspective, looking to the needs of the customer and matching them with the firm’s services, creating a dialogue between consumer and seller that leads to a symbiotic relationship for both parties.”
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