Alexander Group Calendar

Leverage Leading Edge Practices in the Digital World

Recent research with more than 30 digital, marketing, and sales executives across 20+ companies was conducted to understand how they were defining digital, building out organizations, and investing in people, process, and technology. Through these in-depth interviews, we captured insights on priorities, challenges, and plans for the future – including how life sciences and analytical instruments firms are moving closer to delivering omni channel experiences. Join us for this virtual roundtable where we will dive into the study findings including a focus on defining digital, digital roles and reporting, rules of engagement across commercial teams and the technologies and support systems for digital organizations.

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Career Mobility: The Secret Weapon to Retain Talent

“You cannot deliver the best customer experience unless you deliver an excellent employee experience.” ~ Tiffani Bova, Global Growth & Innovation Evangelist, Salesforce

The demand for talent is hotter than ever. Research indicates that employee churn is up to 30% in some markets. Media sales firms are in the thick of it―recruiting difficulties, low employee morale, obsolete job descriptions and expectations are just a few challenges affecting their commercial organizations. Firms that are simply letting their people “figure it out” are in for major hit in the race for talent.

Retaining talent hangs on the development of a clear career mobility and advancement strategy. It provides meaningful, thoughtful and logical career progression options within your own organization. Career mobility give options for employees to elevate and advance their knowledge and skills, critical components to job satisfaction and retention. Compared to peers, media firms with engaged employees are 43% more productive, outperform the market by over 28% and have a 25% higher overall well-being.

In this Media Advisory Council session, Alexander Group will share the latest research and benchmarks on the race for talent and the best practices to develop a career mobility and equity plan that exceeds employee expectations.

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Optimizing Coverage Models & Roles for Today’s Technology Companies

Recurring revenue models have major implications for how companies design their go-to-market coverage and job designs, and many struggle with how best to implement an effective and sustainable coverage model. Which type of sales jobs does your GTM model need? Is it the right one? The question about “hunting” versus “farming” is an age-old sales coverage model debate, but there are three core seller model archetypes.  Alexander Group’s data shows that 61% of companies use a single owner model, 26% use a teamed or cooperative model, and 13% use a bifurcated model.

As subscription and consumption models proliferate in this post-pandemic world, leading XaaS companies are embracing the opportunity to redesign or refine their coverage models. How is your leadership ensuring they’re building the right coverage model and jobs for their situation to ensure profitable revenue growth?

Join us to uncover the latest from Alexander Group’s recent research on coverage model practices and the latest winning trends to create a successful 2022.

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Digital Maturity Model: Where Does Your Firm Sit?

Customer expectations are informing digital requirements. Determining where and when your buyers interact with your products and solutions can impact your organization’s digital maturity and where to guide your investments. Join manufacturing and distribution executives as we discuss the four stages of the digital maturity model―foundational, experimental, integrated and transformational―to evaluate where you sit today to help prioritize the acquisition or development of your digital capabilities. The session will be back by Alexander Group’s recent study, Digital Insights.

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Go-to-Market Priorities to Balance the Pace of Change

In response to digitization and increased competition, banks are shifting their go-to-market models. But how do they change and at what pace? Join banking revenue leaders in this virtual session where we will discuss the go-to-market priorities to drive growth. The session will include recent findings from a survey of over 50 U.S. banks on topics including improving sales processes, developing value messaging, adopting sales tools, transitioning from virtual to in-person client interactions, determining customer preferences, and more.

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Commercial Value Creation Breakthroughs for 2022

Given today’s high deal prices, commercial optimization is a crucial value creation lever for PE. How can PE firms build an early management consensus for commercial improvement?

Join PE deal and operating partners for Alexander Group’s virtual roundtable. This session will provide best practices on how to:

1. Help your portfolio companies prioritize the right commercial model levers for growth
2. Present the growth impact of the levers to create immediate buy-in

We will also provide insights on the key metrics to drive visibility and accountability.

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