Build Real World Go-to-Market Strategy
Increase Revenue & Reduce Costs
Economic turmoil has forced manufacturing leaders to switch focus. It’s about more than just driving top-line growth. It’s about focusing on margins and reducing costs, the sources for profitable revenue growth.
What investments are manufacturers making to drive productivity and growth?
- Maintaining margin is a go-to-market issue, not pricing: Adjusting customer and product focus allows more control over margin than negotiating price changes.
- Diversifying revenue priorities is a necessity for growth: Diverse portfolio manufacturers derive 39% of revenue from services and software.
- Virtual selling and self-service are here to stay: Research shows that 72% of executives are increasing inside sales headcount.
- Raising pay alone won’t retain top talent: Over 45% of executives now prioritize non-pay strategies, including flexible work hours and training and development programs.
- Focus on partner success: Design and deliver customer solutions to create a streamlined customer experience through direct selling or distributor network.
- Invest in digital enablement: E-commerce platforms, data transparency, marketing co-investments and partner sales training programs are priorities.
- Revenue Operations team investments are essential to enable productivity gains: Organizations with established Revenue Operations teams see $220K more revenue per seller at a 14% lower sales expense per seller rate.
Alexander Group helps leading manufacturers align priorities to support revenue growth and retain their competitive standing.
How We Help
- Coverage models: Target the right opportunities with the right value by determining your market opportunity and phase of growth.
- Marketing and demand generation blueprint: Evaluate current and new markets and areas of opportunity. Optimize marketing channels, mix and return.
- Service selling: Provide services wrapped around products as a value-add for customers to lock in predictable revenue.
- Revenue Operations: Invest in Revenue Operations to integrate Marketing, Sales and Service and drive commercial efficiency.
- Sales compensation: Align sales compensation and quota programs to motivate and achieve more aggressive business goals.
- Actionable research & benchmarks: Provide current and relevant data, trends and benchmarks to help guide Sales, Marketing and Operations decisions.
Working with Alexander Group
Related Insights
Participate in Our Research
Open Opportunities Briefing Offers- 2024 Sales Compensation Trends Survey Sales compensation leaders from 300+ companies across industries participated to provide data and insights on the latest metrics and trends impacting sales compensation programs. From sales comp investments, costs, plan goals and program changes, discover the best practices sales comp leaders are initiating for 2024.
- Advanced Practices for Commercial Talent Management Manufacturers and distributors achieve revenue and margin outperformance with a lower proportion of above-market pay compared to other industries. Over 60% of leading firms meet monthly to discuss performance with their commercial teams. What are the best practices for developing a talent management strategy that brings a competitive advantage?
- Artificial Intelligence in the Commercial Organization How are commercial leaders aligning AI investments and use cases to growth plays? Learn the best practices and use case guides for AI-enabled commercial growth plays and the most effective AI implementation tactics.
- Digital Go-to-Customer Study Discover the industry trends, insights and frameworks on the digital impact on revenue growth, as well as recommendations for increased sales performance and growth in a digital environment.
- Digital Insights Study Digital means changing how companies engage with customers and enable their commercial teams. Determining where and when your customers interact with your products and solutions can impact your organization’s digital maturity and where to guide your investments.
- Increasing Channel Partner Engagement to Maximize Channel ROI Are your channel partner strategies optimized for maximum engagement and ROI? Manufacturers are navigating a market landscape characterized by evolving buyer personas, new revenue streams and the growing importance of digital enablement. To drive profitable growth, industry leaders are redefining their partner ecosystems and go-to-market (GTM) strategies. Schedule a complimentary readout today to learn more about optimizing your channel partner roles for improved operational efficiency and profitability.
- Manufacturing & Distribution Productivity Drivers Rising inflation, supply chain constraints and uncertain demand are just a few economic factors that are impacting commercial models. What drivers are manufacturers and distributors investing in to prioritize customer segments, protect margin, and maintain and grow market share?
- Manufacturing & Distribution Industry Trends Research: Strategies | Insights | Metrics Digital is altering the way customers interact and purchase your offerings. Integrating sales, marketing and service to provide customer value will differentiate your firm, command a premium and deliver sustainable growth. Compare your business processes and performance metrics to your competition to see if you’re hitting the mark.
- Marketing Insights Study Over 150 marketing executives were interviewed to determine the marketing initiatives being prioritized to maximize customer lifetime value. From marketing roles and resource allocation to marketing mix, channels and spend, get the latest insights on where marketing leaders are investing to advance their organization’s marketing maturity.
- Prioritizing Quality Over Quantity: An Analysis of Marketing Demand Generation Performance Leaders in manufacturing and distribution have increased demand generation investments by over 13%. Marketing now accounts for 33% of functional pipeline development. As marketers look to allocate resources between channels and initiatives to increase conversion rates while navigating costs and tracking ROI, how do you determine the best demand gen investment strategies?
- Redefine Excellence Through Customer Experience From executing a customer experience (CX) vision and strategy, deploying the right resources for customer engagement, setting specific CX goals and measurements, and defining the processes and growth plays that drive retention, the study provides insights and metrics for manufacturers and distributors on leading practices for a successful CX program.
- Refining Job Roles for Commercial Success Manufacturers and distributors are facing many market disruptors including the emergence of new buyer personas, the introduction of new revenue streams and the increased importance of digital sales enablement. To navigate this dynamic environment and propel profitable growth, industry leaders are redefining their account coverage and go-to-market (GTM) strategies. Are your role and coverage strategies optimized for maximum productivity and profitability?
- Revenue Operations Survey Over 200 executives in sales and revenue operations were surveyed across Business Services, Financial Services, Manufacturing and Distribution, MedTech, Health and Wellness, Media and Technology to determine the leading practices of world-class revenue operations organizations.
- Transforming Marketing & Product Strategies for Growth Through 200+ marketing survey responses and 35+ interviews with B2B marketing executives, this study reports on the marketing organizational structures and performance insights to scale the marketing organization, increase marketing productivity and measurement and expand digital reach.
Upcoming Manufacturing Events
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Navigating the EU Pay Transparency Directive: Future-Proofing Sales Compensation for 2026 and Beyond
Virtual RoundtableThe EU Pay Transparency Directive—effective by June 7, 2026—will be a transformative regulation that reshapes sales compensation practices across Europe, aiming to close gender pay gaps through pay transparency and audits.
Our next virtual roundtable is designed to explore the directive and its impacts. Drawing from Alexander Group’s expert analysis, this complimentary session will guide organisations through the directive’s requirements, timelines and strategic consequences.
Why should this matter to you?
Any type of non-compliance leads to significant legal, financial and reputational risk, including compensation claims and potential fines. If you want to make sure your organisation is ready for the EU Pay Transparency directive, you’ll require a complete review of sales compensation structures, data management and HR processes to fix pay gaps.This roundtable will include:
-Directive Overview: Understand the core obligations organisations must meet to comply with this directive, including pre-employment transparency, employee information rights and annual gender pay gap reporting for organisations with over 100 employees.
-Timeline and Compliance: Learn about critical milestones, from legislative approval to mandatory reporting deadlines, and what your organisation needs to do to prepare.
Operational Impact: Discover how increased transparency affects talent attraction, retention and collective action—and why clear job architecture and pay structures are now essential.
-Strategic Solutions: Explore how Alexander Group’s offerings in job architecture design, pay-level benchmarking and sales compensation design can help leaders ensure compliance and even gain a competitive advantage.
-Interactive Q&A: Engage with experts on readiness, job role clarity, pay philosophy and data management for equal pay scrutiny.Join us to gain actionable insights to confidently navigate regulatory changes, close gender pay gaps and build a transparent, equitable workplace.
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Wednesday, March 11, 2026
4:00 p.m. – 5:00 p.m. GMT -
Virtual
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B2B Marketing Executive Webinar: Beyond Intuition
WebinarDuring this complimentary webinar, Alexander Group’s Marketing Services practice leaders will walk through the common pitfalls of intuition-based profiling and show you how to build comprehensive, actionable customer profiles that marketing, sales and account management teams can use immediately. You’ll leave with practical frameworks for leveraging both qualitative insights and quantitative data to identify and target your highest-value customers.
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Thursday, March 26, 2026
2:00 p.m. – 2:45 p.m. ET -
Virtual
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B2B Marketing Executive Webinar: Accelerating Growth
WebinarJoin Alexander Group’s Marketing Services practice leaders to break down what these leading organizations are doing differently and provide actionable recommendations for elevating your own marketing investments. Whether you’re looking to optimize your current operations or make the case for new resources, you’ll gain insights into how to structure your team and investments for maximum impact.
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Tuesday, March 31, 2026
2:00 p.m. – 2:45 p.m. ET -
Virtual
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Women Revenue Leaders Forum
St. Regis Hotel | Chicago, ILJoin hundreds of women senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas.
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Tuesday, May 5, 2026 –
Wednesday, May 6, 2026 -
St. Regis Hotel | Chicago, IL
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Sales Compensation Symposium: Virtual
Industry Focus: AllRevolutionize your approach at the #1 event for sales compensation professionals and all executives who care about sales comp. Designed specifically for senior executives, join industry peers and renowned experts to gain exclusive access to cutting-edge research, emerging trends, real-world case studies and proven best practices in governance, design and administration.
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Tuesday, August 11, 2026 –
Tuesday, August 11, 2026 -
Virtual
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Sales Compensation Symposium: Chicago
Industry Focus: AllRevolutionize your approach at the #1 event for sales compensation professionals and all executives who care about sales comp.
Designed specifically for executives in HR, Compensation, Sales and Revenue Operations that want to use sales comp more effectively.Industry Focus: All
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Thursday, August 27, 2026 –
Thursday, August 27, 2026 -
Chicago
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Executive Forum
St. Regis Hotel | Chicago, ILJoin senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually and take away actionable ideas.
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Wednesday, September 30, 2026 –
Thursday, October 1, 2026 -
St. Regis Hotel | Chicago, IL
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Revenue Symposium
Reserve your spot at Alexander Group’s upcoming Revenue Symposium. Join leading manufacturers and distributors as we discuss the latest strategies and best practices.
Practice Leadership
Research & Benchmarks
Get access to the latest go-to-market research and benchmarks to leverage growth drivers for valuation improvement