Integrate Customers, Sales, Pricing, Channels, and CRM With Confidence
Table of Contents
Chapter 1: Framing the Customer and Commercial Integration
1.1 Defining the Scope of Customer and Commercial Integration
1.2 Translating the Deal Thesis into Commercial Integration Priorities
1.3 Setting Integration Principles and Guardrails
1.4 Establishing the Commercial Integration Roadmap
1.5 Customer and Commercial Integration Readiness Checklist
Chapter 2: Diagnosing Customer and Revenue Exposure
2.1 Building the Combined Customer and Revenue Baseline
2.2 Analyzing Customer Overlap and Concentration
2.3 Assessing Retention and Revenue-at-Risk
2.4 Identifying Cross-Sell and Expansion Opportunities
2.5 Customer Risk and Opportunity Diagnostic Toolkit
Chapter 3: Protecting Customers Through Day 1 and the First 100 Days
3.1 Defining the Day 1 Customer Experience
3.2 Protecting Strategic Accounts, Renewals, and Open Opportunities
3.3 Establishing Interim Account Ownership and Escalation Paths
3.4 Planning Customer and Frontline Communications
3.5 First-100-Day Revenue Retention Plan
Chapter 4: Designing the Combined Customer Coverage Model
4.1 Developing the Combined Customer Segmentation
4.2 Defining Strategic and Key Account Coverage
4.3 Resolving Account Ownership
4.4 Redesigning Territories and Sales Capacity
4.5 Account Assignment and Coverage Design Toolkit
Chapter 5: Integrating the Sales Organization and Commercial Incentives
5.1 Defining Customer-Facing Sales Roles and Responsibilities
5.2 Setting Commercial Decision Rights
5.3 Aligning Quotas and Performance Expectations
5.4 Harmonizing Incentives and Sales Credit
5.5 Sales Force Transition Checklist
Chapter 6: Harmonizing Pricing, Rebates, and Customer Contracts
6.1 Diagnosing Pricing and Commercial Policy Differences
6.2 Prioritizing Pricing Harmonization
6.3 Harmonizing Rebates, Discounts, and Commercial Terms
6.4 Managing Contract Transition and Exceptions
6.5 Pricing and Contract Harmonization Toolkit
Chapter 7: Integrating Channels and Commercial Partners
7.1 Mapping the Combined Channel Landscape
7.2 Diagnosing Channel Overlap and Conflict
7.3 Designing the Future Channel Model
7.4 Transitioning Distributors, Dealers, Brokers, and Other Partners
7.5 Channel Migration Checklist
Chapter 8: Migrating Commercial Data, CRM, and Pipeline Ownership
8.1 Establishing the Customer and Account Data Model
8.2 Preparing Customer and Pipeline Data for Migration
8.3 Defining CRM Account, Opportunity, and Pipeline Rules
8.4 Executing the Commercial Cutover
8.5 CRM and Commercial Data Cutover Checklist
Chapter 9: Managing Revenue Retention and Commercial Integration Performance
9.1 Establishing Commercial Integration Metrics
9.2 Building the Revenue Retention Dashboard
9.3 Running Customer and Commercial Integration Governance
9.4 Managing Issues, Exceptions, and Customer Escalations
9.5 Transitioning from Integration to Business-as-Usual
Chapter 10: Using External Advisors for Customer and Commercial Integration
10.1 When External Support Can Add Value
10.2 Types of External Advisors and Their Roles
10.3 Selecting the Right Engagement Model
10.4 Scoping and Managing External Support
10.5 Engaging Independent Management Consultants Through Umbrex
Appendix
Appendix A: Glossary of Customer and Commercial Integration Terms
Appendix B: Common Acronyms and Abbreviations
