Investments for Profitable Revenue Growth

Increase Revenue & Reduce Costs

Economic turmoil has forced manufacturing leaders to switch focus. It’s about more than just driving top-line growth. It’s about focusing on margins and reducing costs, the sources for profitable revenue growth.

What investments are manufacturers making to drive productivity and growth?

  • Maintaining margin is a go-to-market issue, not pricing: Adjusting customer and product focus allows more control over margin than negotiating price changes.
  • Diversifying revenue priorities is a necessity for growth: Diverse portfolio manufacturers derive 39% of revenue from services and software.
  • Virtual selling and self-service are here to stay: Research shows that 72% of executives are increasing inside sales headcount.
  • Raising pay alone won’t retain top talent: Over 45% of executives now prioritize non-pay strategies, including flexible work hours and training and development programs.
  • Focus on partner success: Design and deliver customer solutions to create a streamlined customer experience through direct selling or distributor network.
  • Invest in digital enablement: E-commerce platforms, data transparency, marketing co-investments and partner sales training programs are priorities.
  • Revenue Operations team investments are essential to enable productivity gains: Organizations with established Revenue Operations teams see $220K more revenue per seller at a 14% lower sales expense per seller rate.

Alexander Group helps leading manufacturers align priorities to support revenue growth and retain their competitive standing.

How We Help

  • Coverage models: Target the right opportunities with the right value by determining your market opportunity and phase of growth.
  • Marketing and demand generation blueprint: Evaluate current and new markets and areas of opportunity. Optimize marketing channels, mix and return.
  • Service selling: Provide services wrapped around products as a value-add for customers to lock in predictable revenue.
  • Revenue Operations: Invest in Revenue Operations to integrate Marketing, Sales and Service and drive commercial efficiency.
  • Sales compensation: Align sales compensation and quota programs to motivate and achieve more aggressive business goals.
  • Actionable research & benchmarks: Provide current and relevant data, trends and benchmarks to help guide Sales, Marketing and Operations decisions.

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Upcoming Manufacturing Events

Revenue Symposium

Reserve your spot at Alexander Group’s upcoming Revenue Symposium. Join leading manufacturers and distributors as we discuss the latest strategies and best practices.