Building commercial excellence in a B2B scale-up: 5 myths to debunk
May 2024 By Andrea Boeri A scale-up is a company that has already validated its business model and achieved a product-market fit. Based on our experience, we would say that when a company reaches an annual turnover of approximately $ 5 -10 million, it starts shifting from finding its product–market fit to aggressively growing. This stage […]
Enhancing B2B sales with Generative AI: is it a real game changer?
May 2024 By Livio Moretti and Andrea Boeri When Artificial Intelligence (AI) has just become part of almost everybody’s life, at least because it has been incorporated in many consumer products (even the once humble toothbrush), a new wave is coming with Generative Artificial Intelligence (GenAI). GenAI refers to algorithms (for example ChatGPT) that can […]
Reinventing Consulting: Eendigo Onboarding Program & Growth Tracks
At Eendigo, we ensure that our sense of responsibility and commitment to excellence are effectively transmitted to new team members through our hiring process and own onboarding program, both of which are focused on helping team members experience rapid development and forming a team with a high density of talent. In this article, we will […]
Client Case: Changing the Equity Story of an American Mid-Cap Fund
In this brief case study, we explore a collaboration between Eendigo and a mid-sized B2B industrial player in the European paint and coatings sector, bought by a US Private Equity fund. Through our proprietary commercial excellence diagnostic methodology, we identified and addressed critical organizational challenges, structured a value creation plan, and facilitated a strategic shift […]
Sales Decision Journey: a framework to track progress before sales impact
Examining your sales force through the lens of the Sales Decision Journey revolves around the professionalization of your sales operations For any commercial operation, spanning across any industry, achieving success hinges on understanding the positioning of your customers and potential customers along a continuum between two opposing extremes: (i) those who lack awareness about your […]
How PE Investors Drive Value Creation Through Financial Engineering
In the investment ecosystem of 21st century, most of the energy and effort in investing has been channelled into momentum-centric investment strategies: locating your servers closer to the exchange, program trading to capitalize on tiny price movements, and indexing. However, directing capital to companies that can use it productively to generate wealth is ultimately the […]
The Power of Whitespace Analysis
In the dynamic landscape of B2B commerce, achieving sustainable success goes beyond conventional practices of selling one product to a limited customer base, which often constitutes a significant portion of the revenue. It demands the pursuit of Commercial Excellence. When our client encountered a 30% decline in direct margins over a span of two years […]
How do PE companies decide? – Part 1
In the investment ecosystem of 21st century, most of the energy and effort in investing has been channelled into momentum-centric investment strategies: locating your servers closer to the exchange, program trading to capitalize on tiny price movements, and indexing. However, directing capital to companies that can use it productively to generate wealth is ultimately the […]
Negotiation Masterclass: The Yalta Conference
Learnings from an historical negotiation and take-aways for the Corporate world Upon hearing critics complain he had “sold out American interests” the exhausted FDR responded, “I didn’t say the result was good. I said it was the best I could do.” The Yalta Conference in February 1945 ranks among one of the most interesting negotiations […]
The growth and efficiency potential of Generative AI
An analysis of the impact across functions and industries Generative AI has increasingly become a focal point in technological innovation, capturing global attention with its multifaceted utility and rapid development. Unlike its predecessors, generative AI’s applications, ranging from ChatGPT to GitHub Copilot and Google’s Bard, have broad utility in routine tasks, text generation, music composition, […]