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.
Related Insights
Participate in Our Research
Briefing Offers- Artificial Intelligence in the Commercial Organization How are commercial leaders aligning AI investments and use cases to growth plays? Learn the best practices and use case guides for AI-enabled commercial growth plays and the most effective AI implementation tactics.
- 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 Growth Plays for Commercial Excellence Through 200+ marketing survey responses and 35+ interviews with B2B marketing executives, this study reports on the marketing organizational structures and performance insights to scale the marketing organization, increase marketing productivity and measurement and expand digital reach.
- 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.
- Optimizing Jobs for Commercial Excellence Are your role and coverage strategies aligned for productivity and profitability? Alexander Group surveyed 250+ CROs and interviewed 100+ executives to understand how companies are organizing and deploying their sales roles. Schedule a complimentary readout today to learn more about the roles and coverage capabilities for operational improvement.
- 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.
- 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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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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EMEA: Six Trends Shaping Sales Compensation in 2026
Virtual RoundtableActionable insights for our EMEA community from the Alexander Group’s 2026 Sales Compensation Trends Survey
19 May 2026 | 4:00 – 5:00 p.m. GMT | Complimentary Virtual Event
As commercial leaders navigate volatility, AI advancements and growth opportunities, sales compensation stands out as the critical tool for transforming strategy into tangible results. Based on insights from sales compensation leaders across 11 industries, Alexander Group’s 2026 Sales Compensation Trends Survey reveals where programmes are evolving and where execution still breaks down.
What You’ll Learn
This complimentary virtual event will walk you through the six trends pushing commercial leaders to rethink sales compensation design:
- Optimism is high, but productivity is a concern.
- Hiring grows as AI reshapes GTM roles.
- Sales compensation costs are normalizing.
- Sales compensation is adapting to GTM and market shifts.
- Governance and efficiencies need some work.
- Quotas are the biggest pain point.
Why Attend
Want to turn these trends into clearer decisions and stronger execution? Join us to get actionable insights, innovative best practices and the latest trends that set leading organisations apart. We’ll equip you with the knowledge to elevate your programme and drive measurable impact.
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Tuesday, May 19, 2026
4:00 p.m. – 5:00 p.m. GMT -
Virtual
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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 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.
Practice Leadership
Alexander Group Can Help
Is your go-to-market strategy focused on sales productivity to ensure profitable growth?