Those numbers should get attention and they do. Companies know they don’t do an adequate job aligning selling ops and assets with what customer’s value. The reason they struggle to get this system in alignment is because there is a hole in their Commercial Operations Tools Landscape and it is: “What Do Customers Value?” The following graphic captures how we and our customers think about the Sirius Decisions claim. There are a ton of process tools for aligning selling operations and assets. But when it comes to making the connection to a “Customer” there is a gaping hole in the system; “What Do Customers Value?” Until companies treat this hole in their Commercial Operations System with the same process and tools rigor as they do with the rest of the sys

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