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 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 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?