The Commercial Relationship Baseline: Critical for LTV, Impossible to Manage
The Commercial Relationship Baseline is the essential foundation in eliminating revenue leakage and driving revenue optimization. The Baseline is derived from the terms you have agreed to with your customer—the products they agreed to purchase, key renewal or termination dates, related and in-effect contractual pricing, special terms and conditions.
Today, this information is both trapped and scattered across highly negotiated and changing MSAs, amendments and order forms. The products listed don’t match your product naming conventions and there’s no account hierarchy to indicate current state. Every single day, your teams tasked with key billing and sales functions must track down the correct commercial relationship documentation, interpret inconsistent legal language and compare it with internal standards—all in an attempt to recreate the essential Baseline so they can accurately bill a customer or perform vital sales activities.