Lab Instruments & Supplies

Define Your Value Proposition

Develop the Right Go-to-Market Model to Support Innovation and Collaboration

Life sciences accounts for the largest share in the analytical instruments industry, encompassing a wide range of technologies and applications. For firms providing these resources to labs, they play a pivotal role in helping lead the charge toward a future where analytical laboratories operate seamlessly and are empowered with cutting-edge technologies.

There are significant opportunities to grow both general instrument applications and niche research systems. But manufacturers must also take proactive measures to alleviate any challenges facing the current laboratory environment through innovation and collaboration.

What are the most significant issues confronting your customers? Are you providing a value proposition that differentiates your products and services from competitors?

How We Help

  • Revenue Motions: Defining the optimal messaging around your value propositions is imperative to improve customer satisfaction and retention rates. Alexander Group conducts customer research, combining deep go-to-market knowledge with research design excellence to capture the key data points and help customers generate actionable insights.
  • Coverage Models: Emerging customer needs and pain points are prompting an adjustment to current coverage models. Although there are signs showing a positive return in research markets, applied markets and programmatic M&A, organizations have also cut investments in commercial teams to improve SG&A. Alexander Group can help leaders determine the right roles and account coverage strategies to align resources with customer, product and industry segments.
  • Talent: With lab staffing shortages, it’s imperative that lab instruments and supplies manufacturers are providing skilled and knowledgeable talent to service customers. Oftentimes, specialists are needed to educate and train customers on new technologies and devices. Alexander Group works with your organization to align your talent infrastructure to company objectives backed by clear design, roles and responsibilities.
  • Marketing: Identifying new end-market opportunities and buying groups while addressing challenges in demand generation and revenue conversion opportunities are key to optimizing your marketing engine. Alexander Group conducts a comprehensive assessment of your marketing organization to ensure you have effective marketing activities and campaigns in place, are leveraging the right channels and are using the proper data, tools and processes to deliver clear and quantifiable results.
  • Revenue Operations: Developing a best-in-class revenue operations function to effectively and efficiently maximize the return on your revenue-generating investments is imperative. Alexander Group can help you develop a strong revops capability that allows you to scale and increase productivity across marketing, sales and service.
  • Sales Compensation: Creating incentive plans that align your selling resources with corporate objectives not only motivates sellers but also grows your business profitably. With our powerful set of industry benchmarks, Alexander Group partners with you to assess, align, design and implement robust sales compensation programs.

Participate in Our Research

Briefing Offers

Upcoming Life Sciences Events

The Art of Sales Coverage

Discover how leaders are reconfiguring go-to-market models to ensure the right roles and account coverage resources are in place.

Practice Leadership

Alexander Group Can Help

How can you provide value to customers to differentiate your products and services from competitors?