We’ve helped companies of all sizes across all industries transform their businesses. Read more about our experience and how we make business transformation happen

Read case

Commercial Excellence

Improving solution-selling capabilities to accelerate the European energy transition 

The client, a global manufacturer and supplier of sustainable HVAC systems, experienced a disruption in the market due to digitalization and the global energy transition. New technologies and players were entering the market, and systems were becoming increasingly complex. In addition, with new business models being launched, the number of available options made it increasingly difficult for the customer to find the best solution for them. In this changing landscape, the client saw an opportunity to increase their turnover and improve their customer loyalty by moving from selling products to selling solutions. 

Ascend had previously supported the client in setting a common foundation for sales and marketing excellence. As a result, several potential improvement areas were identified when conducting the maturity assessments to understand gaps in commercial capabilities and define a common commercial operating model and new ways of working. 

One of the highlighted areas of improvement was to increase the commercial capabilities in terms of solution selling. As Ascend had experience in both the industry and implementing sales methodologies, the client asked Ascend to also support with both setting and aligning the strategy as well as implementing a solution selling methodology. As a complete solution is a combination of support, systems, and services, it was key for the client to: 

  • Understand the customer’s business and needs 
  • Identify areas where their offers can help the customer 
  • Formulate and package the value message 

The implementation was kicked off in an iterative approach with two workstreams to ensure transparency and alignment across departments and markets. One workstream focusing on enabling processes, solutions, tools, methods, and capabilities for solution selling. At the same time, the second workstream concentrates on piloting the solutions and methodology in the local markets to validate customer acceptance and delivery capabilities. With the new capabilities and workstreams established, the client is ready to take on a new enhanced role in the European energy transition.  

Madeleine Gartz

Senior Consultant

Other articles you might like

CSRD – An opportunity to transform your business and future-proof your sustainable practices

Read more

Commercial Excellence

Customer’s underlying drivers – learn the basics of the brain’s decision-making systems 

Read more

Commercial Excellence

Supporting Stockholm Exergi to make Stockholm an attractive and more sustainable place with the potential of being the world’s first climate-positive capital city

Read more

Energy Market in Transition

Read more

Business Technology

Enhance value creation with a clarified product management responsibility 

Read more

Commercial Excellence

Why companies fail when collecting customer feedback and how to do it better

Read more

Business Agile

Leadership development of Northvolt’s senior leadership and executive team to build the leadership for the future

Read more

Business Simulations

Getting a global sales organization ready for the challenges of tomorrow

Read more

Business Technology

Delivering high-value services by modernizing an IT operating model

Read more

Business Technology

Cyber security strategy and organization

Read more

Business Technology

Cloud strategy to accelerate consumer product digitalization

Read more

Business Technology

Business values, cost savings and risks showcased through a cloud business case

Read more

Business Technology

Data lake enables consistent and simplified data consumption

Read more

Business Technology

Product organization to increase customer-centricity, speed and collaboration

Read more

Business Technology

Self-driving vehicle fleet for next generation airports

Read more

Business Agile

Supporting client within state-owned retail in their agile transformation and change journey

Read more

Business Agile

Agile HR for an increased employee experience

Read more

Business Agile

Establishing an agile operating model at a large retail corporation

Read more

Business Simulations

Supporting growth companies to develop their sales capabilities – from pitching to selling

Read more

Commercial Excellence

Sales Excellence program to establish a common foundation for future growth following several strategic acquisitions

Read more

Commercial Excellence

Improving margins and steering levers by implementing a differentiated price model supported by the ERP

Read more

Commercial Excellence

Strengthening the relationships with end-customers through common sales and marketing excellence

Read more

Commercial Excellence

Mapping internal processes to enable a charity organization to work more efficiently

Read more

Want to know more about our other cases and what we can do for you?