---
type: Skill
title: Commercial Strategy and Revenue Operations
description: Commercial strategy, revenue operations, sales process design, pricing analytics, pipeline management, and go-to-market execution for enterprise B2B.
resource: https://felipepostigo.com/articles/pricing-analytics-and-discount-strategy-lessons-from-dell-technologies/
tags: [commercial-strategy, revenue-operations, sales, pipeline, go-to-market, enterprise]
timestamp: 2026-06-22T00:00:00Z
---

# Commercial Strategy and Revenue Operations

**Type:** Skill category  
**Category:** Strategic — Commercial

## What this covers

End-to-end commercial strategy: from pricing frameworks and discount analysis, to pipeline management and revenue operations, to the operational execution that converts strategy into results.

## Specific capabilities

### Commercial Strategy
- Led commercial strategy for $16B+ enterprise server revenue at Dell Technologies
- Redesigned data-driven commercial workflows at ACHS, increasing sales **20%**
- Developed and presented board-level strategy at Moller y Perez-Cotapos

### Revenue Operations
- Built revenue operations intelligence systems integrating pricing, pipeline, and operational data
- Created forecasting models used in executive planning cycles
- Designed KPI systems for revenue performance tracking

### Pricing Analytics
- Developed pricing framework for Dell Technologies to analyze discount efficiency and improve profitability
- Created KPI tools intended for worldwide replication
- Built pricing analytics dashboards for enterprise server revenue scope

### Sales Process Design
- Redesigned customer engagement processes at ACHS
- Led 7-analyst team executing acquisition strategy at Moller y Perez-Cotapos
- Managed strategic partner relationships across 22 projects

## Source articles

- [Pricing Analytics and Discount Strategy Lessons from Dell Technologies](https://felipepostigo.com/articles/pricing-analytics-and-discount-strategy-lessons-from-dell-technologies/)
- [Dell Server Revenue Operations: Applied AI Where Forecasting Meets Executive Decisions](https://felipepostigo.com/articles/dell-server-revenue-operations-applied-ai-where-forecasting-meets-executive-decisions/)

## Related concepts

- [Pricing analytics](/skills/pricing-analytics)
- [Forecasting and decision systems](/skills/forecasting)
- [Business intelligence](/skills/business-intelligence)