Chemicals, Packaging & Specialty Materials

The Key to Innovation

Deliver Customer Value

While new product development and advanced technologies have been the standard approach to achieving a competitive edge, leading firms realize that innovation now stems from creating a differentiated customer experience.

Customers who receive additional value through new solution offerings that include insights into product quality and performance and receive extended services outside of the standard sale are likelier to remain loyal.

Commercial models must adapt as chemicals, packaging and specialty materials manufacturers and distributors develop go-to-market strategies that focus on providing customer value. Deploying overlay roles to sell applications, expanding e-commerce platforms for all customer levels and strengthening partner relationships to provide connected logistics are three emerging trends that high performers employ to innovate the customer experience successfully.

Specialist overlay roles for application selling: Traditional sellers may need to gain the skills to communicate the value proposition of application solutions effectively. In addition, adding specialists generates more significant opportunities for expanding the footprint within existing accounts, providing customer “stickiness” while driving incremental margins.

Rise of e-commerce: All customer tiers are now engaging and purchasing daily. As a result, it is now a necessity to ensure quick product ordering and fulfillment.

Deep partner relationships for connected logistics: The demand for connected logistics between manufacturers and distributors is more critical than ever. Distributors must provide the necessary customer purchasing behavior insights and data to help manufacturers develop the offerings and applications buyers desire.

Is your organization developing an innovative customer experience to remain competitive? Alexander Group helps you design job roles, processes and tools that align with your go-to-market model, enhancing partner relationships, sales growth and value-added customer experiences.

How We Help

  • Solution selling: Drive commercial team collaboration and accountability.
  • Coverage models: Target the right opportunities with the right value by determining your market opportunity and specialty roles.
  • 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 operational decisions.
  • Opportunity modeling & territory design: Understand your share of wallet at the account or territory level and right size your resources for profitable growth.

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Research & Benchmarks

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