Business Services

Rethink Your Go-to-Market Model

The Right Combination for Growth

Business models must constantly adapt to changing market conditions, evolving customer demands, and new competitors and offerings. In addition, digital platforms and technology acceleration have transformed how customers interact with sellers and how business gets done.

Successful companies have the right combination of effective sales channels, defined roles and responsibilities for sales and marketing teams, and advanced tools and resources. Together, these resources support your competitive standing, helping you reach your revenue goals.

Alexander Group helps companies create an efficient go-to-market (GTM) model that makes the most of your Sales, Marketing, Service and Operations investment.

How We Help

  • Define optimal value messaging and organize sales strategy around use cases: Identify the key benefits and value propositions of your products and services. Then, structure your sales approach around specific scenarios or customer needs where those benefits are most relevant.
  • Simplify sales coverage model and delineate between sales and delivery: Streamline the process of identifying and targeting potential customers. Clearly define the responsibilities of sales and delivery teams to ensure smooth and efficient service.
  • Better clarify roles and responsibilities to maximize new sales, expansion and retention: Clearly define the roles and objectives of each team member to ensure effective collaboration and decision-making. As a result, you will increase the chances of winning new business, expanding existing relationships and retaining satisfied customers.
  • Ensure the organization has the right skills and capabilities for complex offer portfolios: Identify the knowledge and experience required to sell more advanced or specialized products or services. Make sure your team has the necessary training and resources to be successful.
  • Align sales compensation and quota programs to motivate and achieve more aggressive business goals: Create incentives and performance metrics that align with your company’s overall business objectives, motivating sales teams to exceed their targets.
  • Evaluate current and new markets, areas of opportunity and optimize marketing channels, mix and return Assess the potential of new or existing markets. Next, identify the most effective marketing tactics and channels to reach those audiences to maximize the return on investment.

Participate in Our Research

Open Opportunities Briefing Offers

Upcoming Business Services Events

  • EMEA Sales Comp Community: The Last Mile: Ensure Your Sales Compensation Programme is Set Up for Success

    Virtual Roundtable

    As we head into 2024, ensure your sales compensation programme’s strategy and structure are in place to successfully measure, track and manage for constant improvement.

    • Costing Modelling: How to make sure changes to your compensation programme won’t break your budget.
    • Manager Training: Leveraging first line managers to champion new plan designs.
    • Plan Communication: Tools to simplify what sellers need to know about their sales compensation plan.

    • Wednesday, December 6, 2023
      2:00 p.m. – 3:00 p.m. BST
    • Virtual
  • Precision Pricing: Unlocking Profit to Outperform Competitors Series

    Webinar

    Session 3 | Cost-Plus Pricing: Stop Leaving Money on the Table

    Intuitively, using cost-plus to set pricing would allow organizations to keep pace with inflation and ensure long-term financial viability. Yet, more than half of B2B organizations failed to keep pace with inflation in this past year. In this webinar, Avy Punwasee of Revenue Management Labs and Kyle Uebelhor of Alexander Group will outline how using value-based pricing in place of cost-plus is essential to commercial success.

    Key Takeaways:
    – Cost-based pricing versus value-based pricing
    – Unlocking customer value and willingness to pay
    – Understand the competitive landscape and how that will impact pricing decisions
    – Determining the true financial value of your offering
    – Change management considerations when migrating to a value-based approach

    • Tuesday, December 12, 2023
      2:00 p.m. – 2:30 p.m. ET
    • Virtual

Join our Business Services 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.