Software – Infrastructure

Leverage Infrastructure Software for Continuing Success

Ensure Strategic Agility in an Ever-Changing Landscape

Infrastructure software is a pivotal category of enterprise software that underpins the information technology operations and architecture of a business. This comprehensive suite includes a variety of systems and tools essential for establishing and maintaining robust computing environments. Key components of infrastructure software encompass:

  • Data Management: Systems that ensure the integrity, storage and accessibility of business data.
  • Security: Tools that protect the enterprise from cyber threats and ensure data privacy and compliance.
  • Application Development: Platforms that facilitate the creation, testing and deployment of business applications.
  • IT and Network Operations: Solutions that manage and optimize the performance of IT and network resources.

These foundational capabilities are crucial for businesses to develop and manage their computing environments effectively, ensuring operational continuity and strategic agility in a rapidly evolving digital landscape.

How We Help

  • Navigate and influence the IT organization: Infrastructure by its very nature almost always has the IT organization as a primary buyer or influencer. However, the structure of IT and their buying organizations continue to evolve and often become more complex. Alexander Group provides insights into the modern IT organization and the implications for Marketing and Sales coverage, selling roles and corresponding sales plays.
  • Leverage PLG and SLG motions: Product-led growth (PLG) and sales-led growth (SLG) strategies must work in tandem to achieve above-market growth. Alexander Group assists clients in deploying these strategies to capture higher Average Selling Prices (ASPs) with c-suite buyers (CTO, CIO, CSO etc.) within enterprise customers or develop robust PLG motions that reduce friction for developers and engineers, managing customer acquisition costs and cost-to-serve.
  • Migrate to the cloud: Some tech infrastructure companies are still transitioning from on-prem solutions to cloud-based deployment models, and many companies are developing SW platforms which have implication for both sales, and customer success. Alexander Group helps design solutions to manage this transition, from process design to coverage needs and sales compensation plan design.
  • Align on the optimal coverage model – An inappropriate coverage model can impact customer experience and result in high costs or lost revenue. Alexander Group designs and deploys coverage models aligned with customer and business needs. Examples include evaluating the fit of bifurcated hunter/farmer account executive models versus rancher roles responsible for new and existing customers, deploying product and technical specialists, and defining customer success roles and rules of engagement for renewals and expansion opportunities.
  • Manage the implications of multiple or changing pricing models: Most tech infrastructure companies use a combination of pricing models, including Perpetual, Subscription, and increasingly, Consumption or Usage-Based models. Alexander Group helps clients navigate the complexities and implications, including role design and tactical elements like sales compensation, to motivate behavior across multiple models.
  • Leverage partners to increase reach and opportunities: Partnerships are critical for successful customer implementation, unlocking new opportunities, and scaling growth.  Often partners, have unique access to your IT and Infrastructure buyers, but getting them to activate this motion is difficult.  To increase success AGI helps ensure your company is focused on the right partners (ISVs, VARs, SIs. MSPs), has the right partner incentive program, and the right level of coverage and talent to enable to support the partners.

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Upcoming Technology Events

  • Navigating the EU Pay Transparency Directive: Future-Proofing Sales Compensation for 2026 and Beyond

    Virtual Roundtable

    The 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.

    • Wednesday, March 11, 2026
      4:00 p.m. – 5:00 p.m. GMT
    • Virtual

  • B2B Marketing Executive Webinar: Beyond Intuition

    Webinar

    During 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.

    • Thursday, March 26, 2026
      2:00 p.m. – 2:45 p.m. ET
    • Virtual

  • B2B Marketing Executive Webinar: Accelerating Growth

    Webinar

    Join 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.

    • Tuesday, March 31, 2026
      2:00 p.m. – 2:45 p.m. ET
    • Virtual

  • Revenue Operations Symposium

    Virtual

    The 2026 Revenue Operations Symposium is designed for leaders and practitioners who are shaping the future of commercial operations. This year’s virtual event brings together the latest research, actionable insights and practical strategies to help you:

    -Lead Teams Through Change: Explore how AI is transforming sales enablement and what it takes to guide teams through evolving commercial landscapes.
    -Multiply Productivity: Discover new approaches to territory and quota design, and how strategic planning can unlock greater performance.
    -Advance RevOps for Scale: Learn how to evolve your RevOps function to support growth, adaptability and cross-functional collaboration.
    -Harness Advanced Analytics: See how AI and machine learning are driving customer engagement, segmentation and growth opportunities.
    -Accelerate Innovation: Dive into best practices for new product development, partner programs, and incentive design to maximize ROI and market impact.

    • Wednesday, April 15, 2026 –
      Wednesday, April 15, 2026
    • Virtual

  • Women Revenue Leaders Forum

    St. Regis Hotel | Chicago, IL

    Join hundreds of women senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas.

    • Tuesday, May 5, 2026 –
      Wednesday, May 6, 2026
    • St. Regis Hotel | Chicago, IL

  • Sales Compensation Symposium: Virtual

    Industry Focus: All

    Revolutionize 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.

    • Tuesday, August 11, 2026 –
      Tuesday, August 11, 2026
    • Virtual

  • Sales Compensation Symposium: San Francisco

    Industry Focus: Technology

    Revolutionize 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: Technology

    • Thursday, August 13, 2026 –
      Thursday, August 13, 2026
    • San Francisco

  • Sales Compensation Symposium: Chicago

    Industry Focus: All

    Revolutionize 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

    • Thursday, August 27, 2026 –
      Thursday, August 27, 2026
    • Chicago

  • Executive Forum

    St. Regis Hotel | Chicago, IL

    Join senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually and take away actionable ideas.

    • Wednesday, September 30, 2026 –
      Thursday, October 1, 2026
    • St. Regis Hotel | Chicago, IL

Join our Technology Community

Alexander Group’s community enables leading executives to share insights and takeaways for immediate use. Participants engage with sales leaders in interactive discussions while gaining knowledge on best practices, pitfalls and challenges.

Practice Leadership

Ted Grossman Partner
Sean Ryan Partner
Chris Semain Partner
Igor Uroic Partner

Research & Benchmarks

Get access to the latest go-to-market research and benchmarks to leverage growth drivers for valuation improvement

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