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
Open Opportunities- Customer Experience Survey Customer Experience (CX) is the overall impression and perception that customers have based on their interactions with your brand, products and services. Are you delivering best-in-class customer experience throughout all touchpoints of the customer journey, including pre-purchase, purchase and post-purchase interactions?
- Sales Compensation Trends Survey For industry leaders in HR, sales and sales compensation, participants will provide input on 2023 results and program goals and objectives for 2024. Focus areas include quotas, staffing and headcount along with sales comp plan changes around measures, weights, performance periods, MBOs, pay mix and leverage.
- 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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Precision Pricing: Unlocking Profit to Outperform Competitors Series
WebinarSession 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
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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?