Creating Sustainable and Profitable Growth
Go-to-Market Strategies to Succeed in an Evolving Energy Market
The energy and utilities industry faces complex challenges that drive the need for innovation and change.
As customers increasingly tap into new and different forms of energy products and services, energy and utility providers need to adapt to changing needs and preferences. Organizations are investing in deeper customer insights, developing new offerings and revisiting their go-to-market model to better partner with and service their customers. Adapting and staying competitive requires a cohesive GTM strategy that transforms the customer experience.
Leading companies turn to Alexander Group to define strategic priorities and create the Sales, Marketing and Operational structures needed to succeed.
How We Help
- Prioritize customers & market segments: Confirm segmentation models and develop tactical targeting for customer-facing roles. Develop firmographic drivers and customer profiles that facilitate prioritization. Integrate new targeting schemes for customers (prospects and current) into CRM and account plans.
- Redefine job models to reach, partner and serve: Revise R&Rs and workload models for customer facing roles and reveal prospect and expansion selling potential. Define and clarify required commercial activities that drive success across customer lifecycle, internal partners, and products and services
- Connect sales process & value messaging: Develop new value messaging and refresh sales process playbooks and training, especially with greater and more complex solution sets. Re-confirm and integrate sales stages for sales cycle progression and build pipelines with more relevant data. Engage front-line sales manager coaching that facilitate plays and pipeline reviews.
- Leverage cross-selling & usage of specialists Ensure clarity of team selling rules of engagement (ROE) for specific GTM/segment teams. Align incentive comp plans with product objectives, degree of influence and time allocations. Re-examine cross-selling responsibilities given the increase in virtual interactions.
- Redesign commercial model enablement: Upgrade revenue operations to facilitate commercial initiatives, including segmentation, playbooks and quotas. Prioritize and drive targeted program investments based on ROI and requirements across segments. Partner with leadership, collect and report on success metrics for new commercial models.
- Realign incentive compensation: Develop new measures, weights and payout curves that drive an updated commercial model. Examine all commercial roles to ensure alignment of KPIs and behaviors. Finally, manage the change with messaging and tools to enable sellers to win.
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 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.
- Key Talent Management Strategies to Increase Productivity and Efficiency Business services organizations that generate strong profitable growth have more productive and efficient commercial teams by outperforming competitors in key talent management areas. These best-in-class business services companies have 23% more sellers achieving quota and an 18% higher net revenue retention. Discover the five principles these firms have implemented to enhance their talent management strategies.
- 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.
- Shifting Demand Generation Investments for Top Performance With macroeconomic factors and profitability pressure on the rise, firms today face the dilemma of allocating limited resources between different channels and initiatives. Determining the most effective and efficient investment strategy requires careful analysis and understanding of target markets, customer preferences and staying ahead of the curve with industry best practices.
- Sales Compensation Hot Topics Survey Over 350 sales compensation leaders across seven industries provided insights on key sales comp topics including costs, quota planning and attainment, profitability, AI’s impact on comp, global comp practices, marketing comp practices and client/deliver services comp practices.
- Steps to Elevate Customer Experience Business services firms that have implemented successful customer experience (CX) strategies are 36% more effective at retaining customers. Generated from interviews with commercial leaders, this research study provides the best practices for developing a CX program that impacts all interactions―from the initial encounter to long after the purchase.
Upcoming Business Services Events
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Business & Financial Services: Maintaining Momentum in 2026 – Demand Gen, Front-line Managers and Timely SPIFs
Virtual RoundtableJoin senior peers on March 11 at 11 a.m. ET for the latest talent, customer engagement and SPIFs strategies.
Join business and financial services leaders as well as Alexander Group practice leads on March 11 at 11 a.m. ET for an exclusive virtual roundtable, built to equip commercial leaders with practical ways to maintain momentum in 2026 by doubling down on what works: high‑impact frontline management, modern demand generation tactics (inbound and outbound) and smart SPIFs that enhance performance without overspending. During this event, we’ll share fresh insights from Alexander Group’s Talent Management survey, highlights from our latest Customer Engagement with AI research and practical strategies you can apply this quarter.
Why this matters:
With planning cycles tightening and budgets facing scrutiny, commercial teams in 2026 are expected to do more with less. Research from Alexander Group shows that leaders are responding to these conditions by prioritizing operational efficiency and targeted commercial investments. These moves are designed to drive growth and improve conversion across the buyer journey, which is exactly where savvy managers, focused demand programs and well‑designed SPIFs create major impact.
Who should attend:
C‑suite and senior commercial leaders in business and financial services (CRO, CMO, CSO, CCO, Heads of Sales/Marketing/RevOps/Client Success).
What you’ll take away:
-Practical inbound and outbound demand tactics, which your team can put into practice immediately.
-The latest sales manager trends and insights, designed to enable front-line managers in coaching pipeline quality, prioritizing accounts and sustaining rep momentum between campaigns.
-SPIF-design guidance, so that teams can create high-leverage SPIFs that change targeted seller behavior.-
Wednesday, March 11, 2026
11:00 a.m. – 12:00 p.m. ET -
Virtual
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Navigating the EU Pay Transparency Directive: Future-Proofing Sales Compensation for 2026 and Beyond
Virtual RoundtableThe 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.
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Wednesday, March 11, 2026
4:00 p.m. – 5:00 p.m. GMT -
Virtual
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B2B Marketing Executive Webinar: Beyond Intuition
WebinarDuring 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.
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Thursday, March 26, 2026
2:00 p.m. – 2:45 p.m. ET -
Virtual
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B2B Marketing Executive Webinar: Accelerating Growth
WebinarJoin 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.
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Tuesday, March 31, 2026
2:00 p.m. – 2:45 p.m. ET -
Virtual
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Women Revenue Leaders Forum
St. Regis Hotel | Chicago, ILJoin hundreds of women senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas.
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Tuesday, May 5, 2026 –
Wednesday, May 6, 2026 -
St. Regis Hotel | Chicago, IL
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Sales Compensation Symposium: Virtual
Industry Focus: AllRevolutionize 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.
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Tuesday, August 11, 2026 –
Tuesday, August 11, 2026 -
Virtual
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Sales Compensation Symposium: New York
Industry Focus: Media & Business ServicesRevolutionize 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: Media & Business Services
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Thursday, August 20, 2026 –
Thursday, August 20, 2026 -
New York
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Sales Compensation Symposium: Chicago
Industry Focus: AllRevolutionize 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
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Thursday, August 27, 2026 –
Thursday, August 27, 2026 -
Chicago
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Executive Forum
St. Regis Hotel | Chicago, ILJoin senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually and take away actionable ideas.
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Wednesday, September 30, 2026 –
Thursday, October 1, 2026 -
St. Regis Hotel | Chicago, IL
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Join our Energy & Utilities 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?