Commercial Excellence
Revenue quality is decided in pricing, proposition, channel and sales execution. Onnova helps management teams find where commercial value is being lost and redesigns the commercial engine to recover it.
The work spans customer segmentation and insight, pricing and revenue management, go-to-market and channel design, sales effectiveness and CRM; each lever is sized, sequenced and owned, so that improvement shows up in conversion, retention and margin rather than in a presentation.
The outcome is a commercial model that earns more from every customer relationship: stronger price realisation, higher win rates and better retention, supported by a performance cadence that keeps the front line focused on the accounts, offers and channels with the highest return.
Impact is tracked line by line, so that leadership can see what each initiative contributes to revenue and margin.
What You Gain
Stronger price realisation
Pricing architecture, discount governance and value-based offers are redesigned around what customers will pay for and what competitors do. Leakage between list price and realised price is identified and closed, and the commercial team gains clear guardrails and tools to hold price in negotiation; the effect flows directly to margin.
Higher conversion and retention
Segmentation, proposition and channel choices are aligned with where customers actually buy and stay. Pipeline discipline, sales coaching and account planning lift win rates, while loyalty and lifecycle programmes reduce churn; so growth is built on customers that are profitable to serve rather than volume alone.
A commercial engine that scales
Roles, incentives, data and CRM routines are redesigned as one operating system. Management gains a weekly view of pipeline, price and margin, and the organisation can replicate what works across regions and products; improvement becomes a managed capability rather than a one-off campaign.
What We Do
Customer and segment strategy
Segmentation by needs, behaviour and profitability, built from customer research and transaction data, shows where revenue is earned and where it is not. Priority customers, value propositions and service models are defined for each segment, so that commercial effort and investment follow the accounts and offers with the highest return.
Pricing and revenue management
Price structures, discount policies, bundling, promotions and contract terms are redesigned using transaction data and customers' willingness to pay. Governance, approval rights and performance dashboards keep the gains in place, and sales teams are equipped to sell value rather than discount to close.
Sales and go-to-market design
Channel mix, coverage model, sales process and incentives are aligned with the priority segments. Pipeline management, account planning, CRM routines, coaching and performance management are designed as one system, so that every seller and partner works from the same playbook and leadership sees results early.
How We Work
Diagnose
A commercial diagnostic maps revenue by customer, product, channel and price band to show where margin is made and lost. Interviews, sales-force observation and benchmarks complement the data, and the result is a sized, ranked opportunity list that management can agree on within weeks.
Design
Priority levers are turned into a commercial blueprint covering segments, pricing rules, channel model, sales process, organisation, tools and incentives. Each lever carries a sized impact, a named owner and a delivery plan, so that the business case is explicit before any change reaches the front line.
Deliver
Changes are piloted in selected markets or teams against control groups, then scaled once the impact is proven. Weekly routines on pipeline, price realisation and margin keep performance visible, and advisors remain alongside the team until the new ways of working are embedded.