Revenue-based levers can provide nearly endless profit improvement opportunities, with little risk of hurting the business if done right. Regardless of project type, we make sure to always identify and understand the key drivers of commercial performance. Based on this, we work closely with client teams to secure sustainable solutions to prioritized areas, all fully owned and understood by the client, to ensure proven concepts are translated into improved business results.
Commercial Excellence
Optimize commercial performance to improve your result
Impact Examples
+9%
Avg. price increase
Supported a global equipment supplier with an urgent price increase following changing macro-economic environment. We provided granular support to identify and implement pricing opportunities across all divisions, with tracking, communication material and pricing process changes, resulting in +9% average price increase with maintained volumes.
+3 p.p.
EBITDA margin
Conducted a full revision of the performance management and incentive structure for a global sales team after the introduction of a new partner program. A new KPI structure and bonus calculation were developed with new quantified targets, to effectively steer towards the targeted sales behavior.
+10 p.p.
CAGR above market growth
Facilitated the operationalization of a Full Potential Plan by developing comprehensive and actionable Sales Acceleration Plans (SAPs) for five key markets. Each SAP encompassed an FTE development plan, a four-year P&L forecast and granular account-by-account projections for both existing and targeted accounts across focus industry verticals.
How we support clients
Strategy & positioning
We help clients define pragmatic and effective commercial strategies based on deep understanding of market dynamics and customer behaviors.
Offering & pricing
We help clients improve their product and service offerings and combine them with effective price models. We develop, pilot test and implement solutions in close collaboration with client teams to generate impressive payback and bottom-line impact.
Sales performance
We help clients capture the full value of their offering by optimizing sales force performance. We assess potentials, identify prioritized improvement levers and implement solutions across four areas: sales process, org structure, performance management and support systems.
Our experts
Simon Eriksson
Simon has extensive experience from B2B sales, industrial and consumer goods, both as a consultant and line manager. Before joining OPX Partners, Simon served as Head of Sales at global electronics distributor Elfa Distrelec and also worked at BCG.
Boris Klimes
Boris has extensive experience from commercial excellence including pricing, customer segmentation and product portfolio strategy. Before joining OPX Partners, Boris worked at McKinsey.
Sofia Örtegren Johanson
Sofia has significant experience within commercial excellence covering topics such as customer segmentation, offer design & pricing and sales excellence for software & tech, business services and industrials. Before joining OPX Partners, Sofia worked at Simon-Kucher.