Go-to-Market Imperatives to Drive Growth and Success
Don’t Sell Data, Sell Insights
Companies seek to drive growth and performance. Because of the data required to make today’s decisions, they turn to analytics and business intelligence to find new insights into customer demands and changing market forces.
Business intelligence is the collection, analysis and visualization of complex data sets, allowing leaders to quickly grasp insights and leverage data for decision-making across Marketing, Sales, Revenue Operations and related functions.
Data management solutions improve accuracy, are easy to use and are available on multiple devices, making information more accessible to many users. Companies use data sets to create use cases that demonstrate the value of product offerings and services and also contribute to a larger data management strategy that can be offered to customers.
Alexander Groups helps companies implement and leverage analytics, business intelligence and supporting technology to support growth strategies for leading companies.
How We Help
- Determine the strategic, structural and management levers that are critical to drive profitable revenue growth: Upgrade your offerings around use cases to better understand your customers’ needs and challenges and provide a better customer experience. Identify the most critical use cases for customers and develop offerings around them to increase customer loyalty and retention, as well as attract new customers looking for data and content solutions that specifically address their needs.
- Prioritize customers in each segment to identify the highest potential new and expansion revenue: Execute an omnichannel strategy across all touchpoints and provide a seamless and consistent customer experience. Prioritize customers in each segment by understanding their behaviors and preferences, and use technology to enable a personalized experience across all channels.
- Establish the optimal organizational structure across segments, including complex teams: Invest in skills, processes and talent to establish an optimal organizational structure across different customer segments, especially when dealing with complex teams. By continuously upgrading skill sets, processes and talent, businesses can build a culture of continuous improvement and remain competitive.
- Define the roles, tools and enablement that are needed to drive a digital channel: Prioritize recurring revenue streams to create stable and predictable revenue streams. Build long-term relationships with customers to improve customer retention and increase customer lifetime value. Understanding your recurring revenue streams and the resources needed to maintain them improves your competitive standing.
- Ensure sales compensation plans are aligned with sales strategy and incentive design best practices: Analyze the organization’s sales strategy, develop a compensation plan that aligns with the organization’s goals, and design effective incentives to motivate and reward sales teams.
Related Insights
Participate in Our Research
Briefing Offers- Commercial Practices to Drive Profitable Growth & Valuation Collaboration across marketing, sales and service functions is essential to engage customers across the buyer journey, from awareness to loyalty. By aligning these functions and optimizing their performance, businesses can increase their revenue and profitability. How do you optimize your commercial practices to achieve profitable growth and valuation? This is a question that many business leaders face in today’s competitive and dynamic market.
- 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.
- 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.
- 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.
Upcoming Business Services Events
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Financial & Business Services: Create a Winning Strategy to Elevate Commercial Talent
Virtual RoundtableAre you ready to take your commercial talent to the next level in 2023? Join industry experts for an interactive and engaging discussion on how to overcome the common challenges of commercial talent management and create a winning strategy that drives your business growth and performance.
You will hear from Alexander Group’s Business Services practice leads, who will share the key findings from our latest survey of nearly 200 North American commercial leaders. You will have the opportunity to network with other commercial leaders and exchange ideas and experiences on topics such as:- How to cope with the labor market instability and talent funnel issues
- How to upskill/reskill your commercial talent to match industry needs and shift company priorities
- How to differentiate yourself from your competitors and attract/retain top talent
- How to define and communicate your vision, mission and objectives for your commercial talent
- How to foster a diverse and inclusive work environment for your commercial talent
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Wednesday, June 21, 2023
12:00 p.m. – 1:00 p.m. ET -
Virtual
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EMEA Sales Comp Community: First Sales Comp Design Question Everyone Asks: “What Are My Measures?”
Virtual RoundtableSales compensation weights and measures communicate both the sales strategy and the definition of success to individual sellers. In this way, selecting the appropriate measures can be the difference between a general plan that fails due to lack of specificity and a tailored plan that creates the role-specific outcomes required. In this virtual session for the EMEA Sales Compensation Community, we will share best practices on how to choose between the myriad of measure options available as well data on the best weight and measures used in the marketplace.
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Wednesday, June 28, 2023
2:00 p.m. – 3:00 p.m. BST -
Virtual
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Sales Compensation Symposium
Get the latest metrics, sales compensation and quotas insights/practices leading companies are using to drive revenue growth, manage costs and attract/retain talent. Registration is complimentary.
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Tuesday, August 15, 2023
12:00 p.m. – 6:00 p.m. ET -
Virtual
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Executive Forum
Join hundreds of senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas for how to win in an ever-changing 24×7 customer environment.
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Wednesday, October 25, 2023 –
Friday, October 27, 2023 -
The Breakers | Palm Beach, Florida
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Join our Data & Content 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
Alexander Group Can Help
Is your go-to-market strategy focused on sales productivity to ensure profitable growth?