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Case Study Spotlight

Baush + Lomb Sees Increased Revenue with Optimized Call Strategy
“In terms of profitability, even the smallest of improvements translates to meaningful dollars to the bottom line. The team from Alexander Group showed us how to get the most from our sales strategy.” Aldo Zucaro – Director of Commercial Strategy and Insights, Bausch + Lomb

  • Blue Coat: Better Business Decisions Through Annual Sales Benchmarking

    Blue Coat Systems Inc. sells hardware and software for securing Web communications and delivering enterprise applications over wide area networks (WANs). They wanted to enable their channel partners to do more independent selling and transition from a product-focused to a solution-selling approach.

  • Quest Software: Targeted Customer Segmentation Improves Sales and Marketing ROI

    Quest Software builds IT system management software products to simplify and reduce the cost of managing IT, and their 100,000+ global customer list includes the Top 10 companies in most industry sectors. The VP of Global Marketing needed to know more about those customers – who are they, what are their needs, how do they buy, who holds the budget?

  • Telco Leverages Data to Increase Sales 

    A leading telecommunications company’s business was shifting from voice to video communications. As a result, their sales cycle was also transforming from a transactional sales model with IT buyers, to a solution sales model with business buyers.

  • Media Firm Increases Selling Time with New Go-To-Market Strategy 

    At a leading media network the majority of revenue associated with traditional ad sales had rapidly shifted to interactive and on-demand marketing.

  • Tech Company Reduces Cost of Sales with Specialized Sales Coverage

    A worldwide leader in networking technology and high tech hardware was transitioning from a product focused sales strategy to one of architectural, solution selling.

  • Distribution Company Increases Sales Effectiveness

    This distribution company was experiencing declining year-over-year growth. Individual sales representatives were responsible for building their own base of business, and their compensation increased and decreased with the growth of their territory.

  • Property & Casualty Insurance Company

    After acquiring a large rival, a leading US property and casualty insurance company needed to create a standard set of sales management operating procedures, consistent metrics across regions and a baseline sales management process.

  • Media Tech Company Improves Incentives, Increases Gross Margins

    This digital media technology company sells products and solutions through multiple channels, including a global network of independent distributors, value-added resellers, dealers and retailers.

  • Tech Firm Saves Millions with Learning and Development Roadmap

    In the wake of a major acquisition, a leading technology hardware company had increased their sales organization to more than 2,800 account management, technical sales and first-line sales management resources. 

  • Bausch + Lomb Sees Increased Revenue with Optimized Call Strategy

    A division of the U.S. sales organization at Bausch + Lomb wanted to apply the same visionary ideas to their sales strategy as they do to eye health.

  • Business Intelligence Provider Gets Smarter on Sales Productivity

    A large provider of business intelligence services in the global financial information services industry doubled the size of its sales force by acquiring a competitor. 

  • Media Provider Realizes Big Gains from Sales Transformation 

    To keep pace with quickly diversifying media markets across the US, a leading cable entertainment and broadband services provider had developed multiple products to augment its traditional spot ad sales and better compete with  more accountable media, such as internet advertising.