Alexander Group Media Room

Alexander Group recently interviewed corporate health insurance buyers on their program expectations from carriers in the new COVID-19 reality. The results showed that carriers are no longer meeting buyer demands in the following five areas: work-from-home packages, case management tools, self-insurance assistance, wellness programs, and value-add, data-driven benefit options.

The XaaS business model is replacing legacy selling with revenue continuity driven by the need to prove ongoing customer value. Sales, Marketing and Service must now closely partner to demonstrate continued value to secure customer revenue streams. Alexander Group discovered that the most effective companies are employing a platform selling approach that integrates use cases across related products and services to instill ongoing value across the customer organization.

As publishers begin making plans for 2021 and looking for ways to slim down their sales organizations, many are looking to give more responsibility to their sales teams’ account managers, partly to cut costs but also to nurture the kind of always-on relationship that many publishers are trying to forge with their clients, particularly in an era of compressed planning cycles, fewer RFPs and more pressure on buyers to prove that their spending is driving results.

The recent XaaS Research: Revenue Models and Productivity findings are now available. The research focuses on leading practices for XaaS growth and margin including driving efficient logo acquisition, expanding existing accounts via effective upsell & cross-selling, maximizing customer adoption and growing net revenue retention.

Publishers are going into 2021 more focused on growing the post-sales side of their sales organizations. Matt Bartels, the media practice lead at the Alexander Group shared his insight on this topic.

The Alexander Group recent executive survey shows realignment, adapting to new customer preferences and increased remote work. John Drosos of the Alexander Group shares six trends to implement for 2021 growth.

The Alexander Group is serving up new research findings that show that, as Radio diversifies across new platforms, the sales solutions needed to harness the revenue potential of these new delivery vehicles are still in need of development. Here is more highlights on the data which reviewed revenue growth expectations, sales investments, productivity levels, and evolving compensation strategies for Radio.

Sales volume differentiation, individual sales target assignment and adjustment of measurement and pay periods are all critical in the effort to properly align pay in today’s environment, says consultant Andrew Horvath. No matter the organization or end-market, the disruption caused by COVID-19 highlights three key sales compensation elements that distributors should immediately address before launching 2021 plans.