Bain & Company offers advice to Business-to-Business (B2B) companies on how to protect revenues from COVID-19, including creating sales scenarios, mapping customer spending, and establishing win rooms for decision-making

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Preserving Revenues in B2B Markets as COVID-19 Spreads

B2B Revenue Protection – Bain & Company offers advice to Business-to-Business (B2B) companies on how to protect revenues from COVID-19, including creating sales scenarios, mapping customer spending, and establishing win rooms for decision-making

Summary:

Bain & Company published article sharing practices that Business-to-Business (B2B) companies can adopt to secure their revenues from impact of COVID-19. Summary recommendations include:
  • Obsolete 2020 Forecasts – Chief Executive Officers (CEOs), managers and sales heads need to act decisively to cushion impact of COVID-19 on revenues, as earlier 2020 sales forecasts are now obsolete
  • Build Scenarios for Sales – Re-categorize sources of revenue into high demand, secure, at-risk, and unknown by customers, product or service lines and geography, and forecast impact to sales
  • Mobilize Win Room – Establish command center of executives who can make rapid decisions on who to deploy in critical areas, offerings to sell to target segments, and are updated with real-time intelligence
  • Map Customer Spending – Create map of how much individual customers spend, which will inform coverage and capacity decisions, and raise return on investment from leads
  • Integrate to Everyday Business – Use win rooms after crisis ends for boosting renewals, cross-selling, new products and offers, and speed and agility of operations
To read more on article for free, please visit https://www.bain.com/insights/preserving-revenues-in-b2b-markets-as-covid19-spreads/
Company: Bain & Company
Categories: Customers, relationships and channels, Revenue protection and opportunities
Source:

Original publication date: March 27, 2020

Date last updated: April 15, 2020