Marketing & Sales
Marketing & Sales is a creative endeavor, but it also can be a highly rigorous discipline. Oliver Wyman's unique capabilities in econometric analysis and scientific experimentation allow us to deliver significant, measurable value to leading firms in the areas of Offer/Pricing Optimization, Product/Service Portfolio Management, Product Innovation, Marketing Spend Optimization, Value Based Customer Management, and Sales & Distributions Model Transformation.
Offer Design Optimization
Oliver Wyman’s Customer Value Engineering™ platform uses demand simulation and decision support techniques that integrate the insights of future customer demand with the microeconomics of the business - driving informed decisions with minimal risk and strong growth in revenues, margins, sales close rates, and average deal sizes.
Product Portfolio Management
Oliver Wyman helps clients drive rapid performance improvements by configuring their business around the needs of their customers in a competitively advantaged manner. We address all elements of the customer proposition (price, product, service, and brand). Our approach is distinguished by "state of the art" techniques that we have been developing for over 20 years.
Product Innovation
Especially in innovation-driven markets, an advantage in product development can translate into billions of dollars of shareholder value. Companies that can develop more innovative and more profitable products, and get them to market effectively, can establish unassailable leads in their markets.
Marketing Spend Optimization
Oliver Wyman’s unique approach combining econometric analysis with scientific experimentation allows marketers to better communicate with their customers - and substantially increase the efficiency of their marketing spend, whether mass media, direct mail, retail partnerships, discounts/subsidies, or any other marketing investments. Our Marketing Value Engineering platform generally helps clients to realize gross profit improvements of 5-10% through revenue increases and/or spending reductions.
Value Based Customer Management
Despite enormous investments in CRM systems, most B2B businesses don't understand account-level profitability very well. Operating in this "fog" of customer profitability is very costly; sales staff are likely to over-serve low-value accounts and under-penetrate the potentially high value ones.
Sales & Distribution Model Transformation
A senior manager has a limited number of levers to pull to affect the growth of his or her firm. This is especially true if growth is needed relatively quickly. Maximizing the effectiveness of a sales force is a lever that allows for rapid and significant value creation through small improvements.
