Representative Engagements
What this looks like in practice
The following examples cover real work done at scale. Examples are anonymized and focus on decision impact rather than specific tools or implementations.
Executives Had KPIs — But Customer-Level Reality Was Fragmented
Executives reviewed revenue, margin, and labor KPIs that appeared consistent at an aggregate level, yet broke down when decisions were made by banner, region, or customer segment. A fragmented customer entity caused conflicting driver explanations and stalled planning decisions.
Anchored KPI rationalization and driver analysis to a governed customer entity. Rebuilt executive KPIs from customer-level drivers and mapped which metrics governed planning, labor, and investment decisions.
- 25–35% reduction in time spent reconciling KPIs during executive reviews
- Clear customer-level explanations for revenue and margin movements
- Consistent governance of a nine-figure labor and operating budget grounded in customer demand patterns
The Sales Team Didn’t Have a Pipeline Problem — They Had Invisible Whitespace
Fragmented customer records obscured which enterprise accounts were already engaged and which represented untapped opportunity. Perceived demand gaps were driven by visibility failures, not market reality.
Designed an enterprise customer identity layer that consolidated fragmented records into true account views and enabled penetration analysis across regions, segments, and product lines.
- Previously invisible whitespace accounts surfaced with strong fit but no active coverage
- 30–45% reduction in duplicate and fragmented customer records
- GTM prioritization shifted from lead volume to opportunity size
Promotional Spend Was Rising — Margin Was at Risk
Promotions consumed a growing share of commercial spend, but leadership lacked confidence in which offers were truly incremental. Conflicting ROI methods led to scale-driven, margin-eroding decisions.
Designed a controlled measurement framework linking customer identity, offer exposure, incremental sales, and margin impact into a single decision-ready view.
- High-impact promotions identified at acceptable margin thresholds
- Low single-digit percentage uplift in promotional ROI through spend reallocation
- Measurable incremental revenue gains while protecting margin
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