Case Studies

Restructuring Commercial Ops. for a $4B global tech leader

When a highly decentralized hardware & SaaS company faced slow deal velocity, margin pressure, and was mired in inefficiency, we stepped in to simplify complexity and empower their sales teams.

The Challenge:

Sales teams were overwhelmed by fragmented processes and limited decision-making authority—leading to stalled deals and sluggish margins.

Our Approach:

  • Partnered with EOC to build alignment on restructuring Commercial Operations

  • Rebuilt governance model to eliminate silos, streamline approvals, and push decision-making closer to deal/client level

  • Introduced a deal health metric to align governance empowerment levels with Sales Compensation

  • Automated quoting and contract system workflows for speed and consistency

The Results:

  • Escalations dropped by up to 80% in key segments

  • Commercial Ops became a strategic enabler, not just admin support

  • Discounting reduced by 8% in just 6 months

  • Job satisfaction soared across Sales and Comm Ops teams

Building Commercial Ops. from scratch for a $10B SaaS provider

A high-growth, multi-product SaaS enterprise was undergoing a significant go-to-market (GTM) shift—transitioning from siloed product sales to a unified, multi-line sales motion. This strategic pivot introduced operational complexity, increased sales costs, and slowed deal velocity, all within a fragmented business unit (BU) structure.

The Challenge:

We were faced with simplifying the operating model, enabling scalable sales execution, and embedding automation to drive efficiency.

Our Approach:

  • Secured EOC-level alignment to champion a new Commercial Operations (Comm Ops) model

  • Built a unified global structure with standardized processes across poised to scale across corporate segments

  • Developed a Delegation of Authority (DOA) model aligned to strategic priorities, accelerating deal velocity while maintaining governance

  • Implemented CPQ (Configure Price Quote) and CLM (Contract Lifecycle Management) automation to streamline workflows, bring the DOA to life, and reduce manual overhead

The Results:

  • Rolled out unified model across 5 segments, enabling 1,000+ sellers

  • Achieved goal of 20% of deals escalating, which drove 80% of Annual Contract Value (ACV)

  • Built a 100-FTE Comm Ops org with zero incremental cost

  • Helped to drive highest sales CAGR in company history