Transforming Challenges into Opportunities
Tackling Talent Shortages and Keeping Pace with Innovation
The IT services industry is constantly being shaped by the fast pace of technological innovation, which presents both challenges and opportunities for commercial organizations in the space. While remote work and technological advancements in cloud, cybersecurity and AI have increased the demand for IT services, they have also increased customer expectations. Customer demands for seamless experiences, personalized services and rapid problem resolution is an ongoing obstacle for IT Services providers, requiring companies to react efficiently and effectively.
At Alexander Group, we have deep expertise and experience across the IT services industry. We help VARs, SIs, MSPs, consultants and end-to-end solution providers:
- Optimize investments in sales and marketing capabilities, including go-to-market (GTM) model and process design, structure, compensation and enablement.
- Develop and execute effective pipeline development strategies, such as lead generation, qualification and conversion.
- Make informed decisions with insight into segmentation and ideal customer profiles (ICPs) by value proposition and customer needs.
How We Help
- Targeting for growth: Alexander Group helps organizations segment their fragmented customer base, quantify their addressable market opportunity, and improve targeting for sales and marketing programs.
- Diversifying revenue streams: As providers are tasked with driving more diverse service offerings, Alexander Group helps leadership translate various growth goals into a cohesive, actionable go-to-market coverage model and demand generation program.
- Define specialist roles: Alexander Group helps clients strike the right balance of sales and technical specialists, lead generation, customer success and revenue operations critical to success in today’s market. This combination maximizes long-term revenue and customer retention, providing a more targeted and effective approach to sales and marketing.
- Re-build outdated incentive programs: Alexander Group helps align sales compensation plans with current business objectives (e.g., increasing margin, emphasizing recurring revenue) and market trends to drive growth.
- Determine the right RevOp investments: As IT services providers grow, Alexander Group helps clients determine the right operational capabilities and digital investments required to increase marketing automation, AI/analytics and overall sales effectiveness.
Related Insights
Participate in Our Research
Briefing Offers- 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.
- 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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Cross-Industry: Intelligent Coverage at Scale
Virtual RoundtableBuilding the Revenue-Ready Marketing Organization for Business and Financial Services, Media and Tech
Business and financial services, media and technology organizations sit at the sharp end of the revenue-marketing reckoning. As the largest cohort in Alexander Group’s new Revenue-Ready Marketing Organization research, these sectors face the most unforgiving acquisition math:
- Expansion revenue costs $0.20–$0.69 per $1 of ACV versus $1.50–$3.00 for a new logo, yet most teams still send under 15% of budget to existing customers.
- Blended sales-and-marketing CAC has hit ~$2.00 for every $1.00 of new ARR, up 40–60% since 2023, while payback periods stretch toward 20 months.
- AI is moving from a cost center to a revenue engine: Data-science-enabled programs nearly double average bookings ($218K → $416K) and cut S&M OpEx ~20%. The gap is discipline—40% still lack formal AI governance.
To help senior commercial leaders respond, Alexander Group’s Marketing Services practice is hosting a peer-level discussion on how leading organizations are consolidating AI-native marketing operations, mastering CAC and rebuilding the marketing P&L around the highest-efficiency pipeline in the building: expansion.
This session will cover:
- AI-native stack consolidation: Agentic workflows and the new talent model (e.g., the GTM engineer) reshaping software and semiconductor marketing operations.
- Intelligent coverage at scale: AI-driven lead scoring and compliance automation in concentrated FS and professional-services customer bases; agentic AI use has nearly doubled to ~40%.
- GenAI creative and yield in media: Creative production at scale, audience targeting and programmatic yield optimization across AdTech, agencies and retail media.
- CAC mastery and the new marketing P&L: Blended CAC attribution, channel-level ROI, and the shift from lead volume to bookings impact.
- The expansion-first model: Why the $0.20–$0.69 install-base pipeline beats new-logo spend, and how to reallocate budget to capture it.
Attendees will walk away with:
- An AI-native operating model—stack consolidation, agentic workflows and the emerging talent roles that scale coverage.
- A CAC-mastery framework: blended acquisition math, channel ROI and a marketing P&L your CFO will respect.
- The expansion-economics case for reallocating budget to the highest-efficiency pipeline in the building.
- Cross-sector benchmarks on attribution confidence, GTM motion mix (SLG/PLG/partner) and ROMI performance.
- Priority access to the Tech/Media and B&FS sector briefings and the Revenue-Ready self-diagnostic.
Who Should Attend
CMOs, CROs, CCOs and SVPs/VPs of Marketing and Sales at software, semiconductor, IT-services, hardware, AdTech, media, agency, retail-media, banking, insurance, FinTech, professional-services and human-capital organizations.
Attendance is limited and curated to protect candor; sessions are not recorded for distribution.
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Thursday, September 17, 2026
1:00 p.m. – 2:00 p.m. ET -
Virtual
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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 IT 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
Navigate market challenges and shifting consumption patterns to drive profitable revenue growth.