WEBINAR SERIES

ComTech Morning Booster

When: March to April, 08:30-08:55
Where: Online

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Boost your morning with perspectives on ComTech Excellence

ComTech Morning Booster is a series of 25-minute webinars, live at 8:30, built for executive decision-makers in complex B2B organisations. Each session is grounded in real-world challenges and focused on what works – no filler, just actionable insight.

This season’s three sessions:

  1. Using commercial indicators to solve the sales productivity crisis

  2. From blind spots to bottom-line impact: Mastering Partner Sales Management

  3. Segmentation vs. classification: Why getting it right drives bottom-line impact

Join live or sign up for the recordings to watch on demand – from your laptop or on the move. A sharp dose of insight to kick-start your morning.

We hope to see you online.

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Who should attend?

Ambitious leaders working within Commercial Excellence and Digital Transformation.

Please note: We reserve the right to decline registrations from directly competing consultancies.

Three unique webinars

Join one – or all – with a single sign-up.

Using commercial indicators to solve the sales productivity crisis

Sales teams spend just ~30% of their time on revenue-generating activities. The rest is lost to admin. But this isn’t just about time; it’s about focus. The key is enabling sales to act on the moments that matter most.

This session explores how commercial indicators – like customer engagement levels, deal velocity, cross-sell success, and call-to-quote ratios – can steer behaviour, accelerate decisions, and boost sales productivity.

What we’ll cover:

  1. The real roots of the sales productivity crisis

  2. How commercial indicators shape frontline performance

  3. How to build a shared framework across functions

You’ll learn:

  1. How to identify and resolve hidden productivity blockers

  2. What it takes to activate commercial analytics in real time

  3. Which commercial indicators unlock measurable impact

Date: March 17, 2026

Speaker: Tobias Nygaard

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From blind spots to bottom-line impact: Mastering Partner Sales Management

In many industries, partner channels aren’t optional; they are essential. However, many organizations lose sight of their products the moment they leave the warehouse. Without full visibility, critical questions remain unanswered: Who is the end customer? What price did the end customer pay? Which terms/payouts are customers and partners entitled to?

This session explores why partner sales management is more important than ever, and what the 5 key pillars for mastering partner sales management, Account lifecycle & data management, deal & contract management, transaction lifecycle management, partner engagement & reporting, and terms, fees, & incentives management.

What we’ll cover:

  1. Why losing sight of products after the warehouse creates critical business risks.

  2. Why partner channels are now essential rather than optional.

  3. A comprehensive roadmap for mastering every stage of the partner sales lifecycle.

You’ll learn:

  1. The commercial risks of misaligned contract and account data

  2. What is takes to get in control of this complex sales channel and get full visibility

  3. How to manage complex deals, contracts, and incentives with precision.

Date: March 24, 2026

Speaker: Simon Olesen

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Segmentation vs. classification: Why getting it right drives bottom-line impact

Most B2B companies have some form of customer segmentation or classification in place. But few truly understand the difference – and even fewer use them for the right purpose. The result? Models that don’t drive action, can’t be operationalised, and fail to deliver measurable commercial impact.

This session breaks down when to use segmentation vs. classification, how to design models for real-world use, and what it takes to embed them into your commercial operations.

What we’ll cover:

  1. The critical difference between segmentation and classification – and why it matters

  2. Purpose-driven design: how to match your model to the right business objective

  3. From strategy to systems: what it takes to operationalise and sustain impact

You’ll learn:

  1. How to choose the right approach based on your commercial goals

  2. What design principles and criteria separate high-impact models from shelfware

  3. How to overcome common pitfalls – from poor data to cross-functional adoption

Date: April 9, 2026

Speaker: Michelle Hessel

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Any questions?

Frederikke Merrild Dich

Feel free to reach out to Frederikke, if you have any questions.