Thirty-four capabilities. Each one evidenced.
Select a domain, then a capability, to see the question it answers and the kind of evidence that would demonstrate the organization genuinely has it.
The capability to see the market, the customer and the opportunity as they actually are, rather than as the organization assumes them to be.
Market Sensing
Systematically sense, interpret and respond to relevant market changes and signals.
Market shifts are noticed and acted on by the organization, not just by whoever happened to read the news.
The capability to see the market, the customer and the opportunity as they actually are, rather than as the organization assumes them to be.
Each capability is read on the same five maturity levels and must be supported by evidence, not assertion. Effectiveness is assessed separately. Evidence requirements tighten at each level, and the assessment content itself is controlled and not published.
- Market Sensing
- Customer Understanding
- Buying & Decision Intelligence
- Competitive & Alternative Intelligence
- Commercial Opportunity Intelligence
- Commercial Ambition & Outcome Definition
- Market & Customer Choice
- Value Proposition Design
- Commercial Positioning & Differentiation
- Strategic Prioritization
- Commercial Strategy Translation
- Market Access & Route-to-Market Design
- Commercial Journey Architecture
- Commercial Motion Design
- Commercial Ownership & Interface Design
- Commercial Economics Architecture
- Demand Generation
- Commercial Engagement
- Demand Qualification
- Commercial Opportunity Progression
- Opportunity Validation
- Value Validation & Proof
- Commercial Decision Enablement
- Commercial Commitment Design
- Commercial Activation & Transition
- Customer Value Realization
- Customer Retention
- Customer Opportunity Development
- Commercial Operating Planning
- Commercial Performance Management
- Commercial Decision Governance
- Commercial Foresight & Scenario Management
- Commercial System Coordination
- Commercial System Evolution
What capability is holding back your growth?
Your business problem may appear to be revenue, sales, margin, retention or growth. The root constraint may be somewhere else. Find out what capability your organization needs to build next.