Five Myths that Stall B2B Scale-ups
Above $5-10M in turnover, a B2B scale-up shifts from validating product-market fit to aggressive growth. Five founder-era habits consistently cap that growth, and each can be retired with a small number of deliberate management choices. By Andrea Boeri, Livio Moretti, Edoardo Tiani At a glance Above $5–10M in turnover, a B2B scale-up enters a different […]
Strengthening Commercial Execution through governance, pipeline discipline, and automation
How a leading logistics platform improved execution quality and commercial predictability through structured routines and data-driven tools Written by Malika Makhmutkhazhieva At a glance A large logistics platform operating across multiple business units was facing increasing pressure to deliver on ambitious growth targets in a highly fragmented and competitive market. While demand remained stable and […]
Rethinking GTN allocation: from historical precedent to responsiveness-based investment
In the absence of direct elasticity measurement, pharma companies need a structured framework for responsiveness to avoid allocating GTN based on history rather than commercial logic Written by Malika Makhmutkhazhieva For most pharma companies, Gross-to-Net (GTN) investment represents a significant share of gross sales. Yet decisions about how that investment is allocated across products, channels, […]
Building Commercial Excellence That Sticks: From Methodologies to Lasting Capability
Why sustainable Commercial Excellence depends as much on organizational ownership and adoption as on the methodologies themselves Written by Defne Isler The challenge in building a Commercial Excellence function is rarely the availability of methodologies. The greater challenge is translating those methodologies into capabilities that the organization can own, apply consistently and sustain over time. […]
Are We Rewarding the Behaviors That Drive Growth?
Companies entering new markets often adapt their strategy, capabilities and sales coverage, while leaving incentive structures designed for their existing business unchanged. Written by Edoardo Tiani When a company grows beyond its established core, a predictable list of questions gets opened. How to segment the new market? Who covers it? Do the right capabilities exist? […]
Free The Human: An Agentic Operating System for the Firm
FTH coordinates a firm through AI executives, managers, and specialized agents, running a daily operating cycle that frees humans for judgment, trust, and leadership. By Livio Moretti At a glance Professional services firms run on senior judgment, but most of that judgment is buried under coordination work, pipeline tracking, follow-ups, status reviews, and reporting. Eendigo […]
Measuring What Matters
Assessing Commercial Maturity to Regain Market Leadership A leading British marine and watersports manufacturer used Eendigo’s SPARK® Diagnostic to assess commercial maturity, align on priorities, and launch an execution plan. Written by: Guillermo Carrasco Martínez, Defne Isler© Copyright 2026 Eendigo. All Rights Reserved. Context and Problem A long-standing British marine and watersports manufacturer had expanded across […]
Why Sales Teams Should Reexamine Territory Design
In today’s data-driven sales landscape, companies increasingly use analytics for decision-making yet often overlook the critical impact of effective territory design. In today’s competitive and data-rich sales environment, companies increasingly rely on analytics to make better decisions across operations. One critical aspect that often remains undervalued, however, is territory design – the way accounts are […]
From Storytelling to Sales Impact: Making Marketing a Productive Part of the Commercial Engine
January 28, 2026 — Written by Defne Isler Strategic marketing redesign enabled the luxury goods brand to take control of demand generation and accelerate direct-to-customer growth. In the industrial luxury sector, brand equity is built on a foundation of engineering mastery, technical innovation, and uncompromising quality. Yet the story surrounding the product — the heritage […]
The Margin Revolution: leveraging commercial excellence to power profitability goals
How a global manufacturer transformed its commercial engine, shifting from volume to value by aligning strategy, capabilities, and execution to unlock +15% in profit growth. Written by Martino Bissoli © Copyright 2025 Eendigo All Rights Reserved A Crisis Point: When Market Decline Meets Internal Challenges In early 2025, a global industrial leader found itself at a crossroads. […]
