Revenue Uncovered by Alexander Group

Companies are still recovering from the pandemic, but they are not forgetting the lessons learned in the last two years. Companies have shifted their mindset quite a bit from a more siloed, product-centric approach to customer-centric. Life Sciences and Analytical Instruments practice leaders,  Arshad Carim  and Raj Sharan share some examples and trends on customer centricity and what Alexander Gr...

Listen to Arshad Carim and Sean Higgins of the Alexander Group as they share the latest research on digital and what Life Sciences companies are doing in terms of a maturity model. What steps are companies taking? How has digital evolved in the past few years? What are some key roles and initiatives companies are investing in as it relates to digital?

Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from Dave Eddleman discusses how the growth phase of your organization impacts sales compensation design and the importance of ensuring that GTM elements are in place and s...

Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from  Mike Burnett , principal at Alexander Group, on the latest trends in sales coverage, as well as a high-level approach to designing sales coverage models.

Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from Dave Eddleman , principal at Alexander Group, on how to determine your total addressable market by using opportunity modeling to increase market share.

Business services is facing growing pressure to evolve. Acceleration of technology and digital platforms, new competitors, and new offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from  Mike Burnett  and  Dave Eddleman , principals at the Alexander Group, on what the new Business Services practice can provide for your company, as well as the...

Life Science companies have been talking a lot about their 2022 commercial priorities and the industry trends that have caused some of those priorities to shift as they think about the coming year. Life Sciences and Analytical Instruments practice leaders, Arshad Carim and Raj Sharan discuss these catalysts for change and the top priorities commercial leaders are now focusing on as they head into...

The Alexander Group Healthcare Go-to-Customer Research: Physicians Survey Findings include input from 100 participants from private practice, ambulatory surgery centers and hospital settings. With third-party vendor in-person access limited in healthcare facilities, many physicians still prefer to interact virtually with their suppliers. Alexander Group's research also found that healthcare organi...

Join Biren Fondekar, Head of Customer Experience and Digital Strategy at NetApp, and Matt Greenstein, principal at Alexander Group, as they discuss the digital revenue organization and how the use of data is changing the way organizations, like NetApp, are growing revenue.

Join Tiffani Bova, Global Customer Growth and Innovation Evangelist, Salesforce.com, and Matt Greenstein, principal at Alexander Group, as they discuss what makes the modern marketing, sales, and service organization "digital." Explore how digital fundamentally changes B2B revenue growth. Gain insight into guiding principles and practical tips as you scope and bring to life your Digital Revenue Or...

Changing customer preferences and the evolution of the workplace are leading to a new era defined by the end of ownership and a significant rise in subscription-based services. As the strategic shift to subscription-based models continues to accelerate, there is an immense opportunity for companies to foster tangible business outcomes, anticipate customers' needs and build stronger and longer-term...

What changes will technology companies make to their sales compensation plan? While most companies made significant changes to last year's sales compensation plans, what is predicted for this year? Plan changes will be higher than ever. There are several "Big Rocks," or hot topics, that we've seen across the tech industry that we have split into three categories to help explain our predictions.

When it comes to growing revenue, churn plays a critical role in XaaS and subscription-based businesses. Watch the discussion between Tim Willey, SVP of commercial strategy and operations at ForgeRock, and Ted Grossman, principal and Technology practice lead, to discover their insights into growing revenue through effectively evaluating churn. The conversation stems from a recent guest article Tim...

The pandemic has forced dramatic change into so many aspects of business, and certainly into revenue leadership. As a new CEO, Bruce Dahlgren shares his thoughts on organizing and leading the revenue function during the pandemic and positioning for the post-pandemic world. Through his 3+ decade career from VP to CEO, Bruce has created techniques to effectively navigate a revenue-focused career. Th...

Rajat Mishra, SVP of CX strategy, portfolio and partners at Cisco, shared what his company is doing to drive the customer experience in a customer-centric landscape. This preview of his Executive Forum Keynote revealed some insights on how Cisco is harmonizing sales and service to transform the customer journey and deliver the results that matter most to customers. 

How do you create better connections with your customers? Alexander Group Partner  Kyle Uebelhor  shares insights on just how crucial it is for manufacturers to enhance their end-user experience. If you are looking to build a better customer experience, follow these steps. 

Gary Tubridy , senior vice president of Alexander Group, gets a sneak preview into the upcoming keynote address by Warren Stone, senior vice president of Research and Applied Solutions of North America for MilliporeSigma, that he will deliver on November 8th at the Chief Sales Executive Annual Forum in Naples, FL. Digital technologies and the internet have driven a totally different buying process...

Mike Burnett and Mike White of the Alexander Group's Healthcare practice discuss how to translate your revenue growth strategy into an actionable commercial plan.   

Davis Giedt of the Alexander Group and Remen Okoruwa, co-founder of StatusQuota, discuss how to uncover and capitalize on the best revenue opportunities through revenue segments. Gaining a better understanding of your revenue segments is crucial to improving your go-to-customer model. At the core of it, uncovering and scoring revenue opportunities involves gaining a deeper understanding who your b...

Gary Tubridy, senior vice president of Alexander Group, gets a sneak preview into the upcoming keynote address by Chris Klayko, managing director of Google Cloud Americas & Global EDU, and Dave Spencer, chief operating officer of SAP North America, that they will deliver on November 8th at the Chief Sales Executive Annual Forum in Naples, FL about "the next chapter of digital sales and revenue gro...

Ted Grossman and Rachel Parrinello, principals with the Alexander Group, interviewed Dr. Robert Bieshaar of Autodesk to discuss the journey his company has taken to transition to XaaS, as well as sales compensation design challenges and how key sales behavior changes are impacting his role.

Mike Burnett of the Alexander Group discusses a common challenge among healthcare manufacturers - how to effectively drive sales across diverse and growing product portfolios. 

Alexander Principals Ted Grossman and Rachel Parrinello discuss the five key sales technology and XaaS sales compensation challenges and how the Alexander Group can assist in overcoming them. 

In the medical selling environment, capital equipment vendors traditionally differentiate themselves on product performance and total cost of ownership. Alexander Group Vice President Mike Miller discusses how capital equipment vendors gain account insight by integrating the deployment of field sales and service teams, and how this field approach can deliver results for vendors.   

Alexander Group Principal Rachel Parrinello shares insights and best practices for your company to effective learn how to access and build a best in class sales compensation program.