• 09-NOV-2017

Sell differently. Sell something different.

PwC is rated as a Vanguard Leader in ALM’s report on Commercial Execution Consulting

According to ALM, the evolution of commercial execution consulting from a niche populated by a cottage industry of specialist providers, many of which prized the art of selling, to one characterized by more integrated offerings steeped in the science of selling is gaining momentum. Driving this shift are two demand-side trends and one supply-side one. On the demand side, empowered customers with access to unprecedented information are shifting the balance of power against traditional, largely face-to-face, commercial models oriented around selling features and benefits. Customers are also changing their preferences for how they want to interact with companies. At the same time, down-market competitors are disrupting traditional commercial models with digitally-enabled, subscription-based business models such as as-a-service platforms and internet-of-things powered embedded services. The rapid pace of both of these changes is catching many companies flat-footed, manifesting in misaligned channels, resource allocations, offers, and selling motions. On the supply side, companies are availing themselves of advances in penetrating data analytics, scalable cloud-based technology platforms, and design thinking to create customer-inspired experiences. In this context, companies need to navigate two transformative changes that cut to the heart of their value propositions and the customer experiences designed to deliver them. This change imperative sets the bar for consulting providers that achieve leader status.

The author of the report, Nathan Simon, , comments on PwC’s strengths, stating that “Drawing on a diverse combination of resources, including its Strategy& affiliate, legacy operational competence, and technology expertise and partnerships, PwC stands out both for its ability to help clients change their organisations and tooling. The firm uses a service delivery model that is both instrumented in terms of integration with technology platforms and hands-on inasmuch as its consultants work shoulder to shoulder with clients. This combination manifests in speed and resilience.”

PwC is named ‘best in class’ for Operating System and the report highlights that “Most providers are steeped in either the operations of sales or the information management but not both. PwC uniquely combines both, with the operational know-how acquired from Strategy& and PRTM and its technology capabilities and vendor relationships.”
Nathan goes on to say that “PwC delivers commercial execution consulting services through its customer consulting practice and Strategy&’s customer strategy capability.  Depending on client context, the firm supplements its consulting with resources from its audit, deals, and tax practices. 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.”

Cornel Nolte, PwC’s Global Customer Leader said:  “We are really proud to be named a leader and to receive this recognition from ALM Intelligence.  Drawing on our diverse combination of resources, including our technology expertise and partners, we aim to help our clients with all of their customer strategies by developing value propositions that address customers’ needs and achieve desired outcomes.  We make sure it is underpinned by Analytics and Experience Design to build differentiated experiences that align with their brand promise.”

Charlie Hohenshelt, PwC's Sales and Commercial Excellence Leader went on to say:  “Customer experience is now one of the key sources of competitive advantage.  We help our clients to get this right and combine it with business process and technology so that they can build customer engagement and their profits.  A successful customer strategy needs to articulate distinctive value and experience which will be delivered.”

Notes
1. For more information about how PwC can help you, visit https://www.pwc.com/gx/en/services/advisory/consulting/customer.html   

2. To find out more about how PwC has been evaluated by leading business, technology and industry analysts visit www.pwc.com/analystviews

3.  At PwC, our purpose is to build trust in society and solve important problems. We’re a network of firms in 158 countries with more than 236,000 people who are committed to delivering quality in assurance, advisory and tax services. Find out more and tell us what matters to you by visiting us at www.pwc.com

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