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Operating model

Building the operating model behind commercial performance

A strong commercial operating model turns strategy into rhythm, defining how people, processes, and systems work together across sales, marketing, and account management. It ensures that the right teams, skills, and decisions come together at the right moments in the customer journey. We help you design and implement an operating model that connects structure to outcomes.

Home

/

Expertises

/

Operating model

Building the operating model behind commercial performance

A strong commercial operating model turns strategy into rhythm, defining how people, processes, and systems work together across sales, marketing, and account management. It ensures that the right teams, skills, and decisions come together at the right moments in the customer journey. We help you design and implement an operating model that connects structure to outcomes.

Home

/

Expertises

/

Operating model

Building the operating model behind commercial performance

A strong commercial operating model turns strategy into rhythm, defining how people, processes, and systems work together across sales, marketing, and account management. It ensures that the right teams, skills, and decisions come together at the right moments in the customer journey. We help you design and implement an operating model that connects structure to outcomes.

Your benefits
Your benefits

Clarity, structure, and rhythm across your commercial engine

Clarity, structure, and rhythm across your commercial engine

A well-designed operating model creates alignment, accountability, and focus. So your organisation performs as one connected system.

A well-designed operating model creates alignment, accountability, and focus. So your organisation performs as one connected system.

Connected accountability

Define roles, responsibilities, and collaboration models across sales, marketing, and customer success to ensure seamless handoffs and shared goals.

Connected accountability

Define roles, responsibilities, and collaboration models across sales, marketing, and customer success to ensure seamless handoffs and shared goals.

Connected accountability

Define roles, responsibilities, and collaboration models across sales, marketing, and customer success to ensure seamless handoffs and shared goals.

Scalable performance

Design processes and governance, supported by the right systems, so teams can move faster and stay aligned.

Scalable performance

Design processes and governance, supported by the right systems, so teams can move faster and stay aligned.

Scalable performance

Design processes and governance, supported by the right systems, so teams can move faster and stay aligned.

Data-driven decisions

Build the foundation - from metrics to tech infrastructure - that gives leaders visibility and control to steer performance in real time.

Data-driven decisions

Build the foundation - from metrics to tech infrastructure - that gives leaders visibility and control to steer performance in real time.

Data-driven decisions

Build the foundation - from metrics to tech infrastructure - that gives leaders visibility and control to steer performance in real time.

Let's dive deeper into your operating model challenges

See how we’ve partnered with companies like yours

From five entities to one global organisation

We guided 2Connect in transforming five independently operating business lines into one global organisation. We designed a clear go-to-market strategy and operating model, consolidated the brand and digital presence into a single branded house, and implemented an integrated CRM — creating consistency across teams, processes, and markets, and building the foundation to scale globally.

5

Business lines unified to 1 global organisation

4

Brands consolidated into 1 unified identity

3

CRM systems integrated into 1 Salesforce environment

From five entities to one global organisation

We guided 2Connect in transforming five independently operating business lines into one global organisation. We designed a clear go-to-market strategy and operating model, consolidated the brand and digital presence into a single branded house, and implemented an integrated CRM — creating consistency across teams, processes, and markets, and building the foundation to scale globally.

5

Business lines unified to 1 global organisation

4

Brands consolidated into 1 unified identity

3

CRM systems integrated into 1 Salesforce environment

From five entities to one global organisation

We guided 2Connect in transforming five independently operating business lines into one global organisation. We designed a clear go-to-market strategy and operating model, consolidated the brand and digital presence into a single branded house, and implemented an integrated CRM — creating consistency across teams, processes, and markets, and building the foundation to scale globally.

5

Business lines unified to 1 global organisation

4

Brands consolidated into 1 unified identity

3

CRM systems integrated into 1 Salesforce environment

What to Expect

Together, we build the backbone of your commercial engine

From org design to sales processes, KPIs to tooling, we help you set the foundations of a strong operating model.

Assess your current operating model

Map existing processes, roles, and governance to identify bottlenecks, overlaps, and gaps across the commercial organisation.

Define your commercial architecture

Align structure to your go-to-market strategy, clarifying ownership across deparments and designing how teams collaborate through the customer journey.

Design the right processes + incentives

Create scalable workflows, KPIs, and remuneration models that reinforce performance and collaboration across functions.

Enable your teams to execute

Implement tools, sales enablement programmes, and reporting frameworks that support daily execution and continuous improvement.

Evolve, learn and optimise

Introduce governance rhythms and performance reviews to track impact, adjust design, and keep your operating model aligned as the business grows.

EBITDA

Finance

FY 2025

€38 M

15%

vs last year

Pipeline generated

Finance

FY 2025

€30 M

40%

vs previous quarter

Revenue

Finance

FY 2025

€165 M

16%

vs last year

EBITDA

Finance

FY 2025

€38 M

15%

vs last year

Pipeline generated

Finance

FY 2025

€30 M

40%

vs previous quarter

Revenue

Finance

FY 2025

€165 M

16%

vs last year

Let’s talk it through in 30 minutes

We know, it can feel like a lot to take in. Instead of searching for answers on your own (though you’re welcome to browse of course), why not have a quick conversation?

A smiling individual wearing a light shirt, posing for a photo in an indoor setting with blurred background.

Call with Sjoerd

Sjoerd will reach out to you to schedule a getting-to-know conversation.

Plan a workshop

Together, you'll schedule a workshop to further explore if and how we can help each other.

From vision to reality

Receive your personalised proposal on how we can help your organisation reach growth goals.

Let’s talk it through in 30 minutes

We know, it can feel like a lot to take in. Instead of searching for answers on your own (though you’re welcome to browse of course), why not have a quick conversation?

A smiling individual wearing a light shirt, posing for a photo in an indoor setting with blurred background.

Call with Sjoerd

Sjoerd will reach out to you to schedule a getting-to-know conversation.

Plan a workshop

Together, you'll schedule a workshop to further explore if and how we can help each other.

From vision to reality

Receive your personalised proposal on how we can help your organisation reach growth goals.

Let’s talk it through in 30 minutes

We know, it can feel like a lot to take in. Instead of searching for answers on your own (though you’re welcome to browse of course), why not have a quick conversation?

A smiling individual wearing a light shirt, posing for a photo in an indoor setting with blurred background.

Call with Sjoerd

Sjoerd will reach out to you to schedule a getting-to-know conversation.

Plan a workshop

Together, you'll schedule a workshop to further explore if and how we can help each other.

From vision to reality

Receive your personalised proposal on how we can help your organisation reach growth goals.

OPERATING MODEL TOPICS

Since you're here, chances are you're looking for support on one of these topics. Let's explore.

Operating model design

Commercial governance

Go-to-market alignment

Organisation structure

Role design & accountability

Performance metrics & dashboards

Capability building

Revenue forecasting

Partner management

Account planning

Customer segmentation

Operational efficiency

Tech and data infrastructure

CRM architecture

Remuneration and incentive models

Territory management

Marketing organisation

Sales roles & responsibilities

CRM integration

Pipeline governance

and many more…

Quick links

Explore other paths to impact

Expertise

Data & tech

Go-to-market
Find the right markets, customers, and channels
Branding & messaging
Clarify your brand and voice
Operating model
Align teams, tools, and ways of working
Insights & AI
Connecting intelligence to execution
Pricing
Professionalise your pricing strategy
Quick links

Explore other paths to impact

Expertise

Data & Tech

Go-to-market

Find the right markets, customers, and channels

Branding & messaging

Clarify your brand and voice

Operating model

Align teams, tools, and ways of working

Insights & AI

Connecting intelligence to execution

Pricing

Professionalise your pricing strategy

Quick links

Explore other paths to impact

Expertise

Data & tech

Go-to-market

Find the right markets, customers, and channels

Branding & messaging

Clarify your brand and voice

Operating model

Align teams, tools, and ways of working

Insights & AI

Connecting intelligence to execution

Pricing

Professionalise your pricing strategy

Bring out your commercial brilliance

Get in touch

Get in touch