The Future is XaaS
Align Talent with Technology
Technology advancements proliferate, requiring new and strategic offerings within the industrial and capital equipment space. As a result, sales leaders must invest in new go-to-market models.
The industrial and capital equipment market is projected to grow 8.8% year-over-year from 2020-2025 due to strengthened consumer demand, increasing adoption of Industry 4.0 and industrial internet of things (IIoT) enabled smart devices.
While innovative XaaS offerings drive expansion opportunities, leaders are now questioning if the right talent and roles are in place to replace legacy “one-and-done” selling with the revenue continuity model of XaaS. In addition, changes to sales compensation plans are inevitable to align sellers’ pay with strategic growth goals.
Are industrials set up for XaaS selling? Alexander Group aligns evolving go-to-market models with XaaS selling strategies to ensure revenue growth and alignment with business objectives.
How We Help
- XaaS metrics: Gain insight into the right metrics and practices for profitable XaaS growth.
- Coverage models: Target the right opportunities with the right value by determining your market opportunity and specialty roles.
- Services 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.
- Channel sales: Determine the partner strategy and build an effective partner program ecosystem. Drive profitable growth in Installation and Service operations.
Related Insights
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Industrials, Capital Equipment & IIoT: Are You Getting the Most Out of Your Global Sales Compensation Investments?
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Industrials, Capital Equipment & IIoT: Five Steps to Unlock M&A Enterprise Value through Commercial Integration
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Manufacturing: The Evolution from Product-Centric to a Digital-First Organization
Participate in Our Research
Open Opportunities- Customer Experience Survey Customer Experience (CX) is the overall impression and perception that customers have based on their interactions with your brand, products and services. Are you delivering best-in-class customer experience throughout all touchpoints of the customer journey, including pre-purchase, purchase and post-purchase interactions?
- Manufacturing & Distribution Industry Trends Research: Strategies | Insights | Metrics Digital investments are increasing dramatically. Innovative products are driving profitable growth but require significant changes in talent for new roles and more advanced skill sets. Adapting to new customer preferences and the 24/7 buyer journey is forcing the integration of marketing, sales and service. Is your firm keeping up with industry changes?
- Sales Compensation Trends Survey For industry leaders in HR, sales and sales compensation, participants will provide input on 2023 results and program goals and objectives for 2024. Focus areas include quotas, staffing and headcount along with sales comp plan changes around measures, weights, performance periods, MBOs, pay mix and leverage.
- Advanced Practices for Commercial Talent Management Manufacturers and distributors achieve revenue and margin outperformance with a lower proportion of above-market pay compared to other industries. Over 60% of leading firms meet monthly to discuss performance with their commercial teams. What are the best practices for developing a talent management strategy that brings a competitive advantage?
- Commercial Practices to Drive Profitable Growth & Valuation Economic downturn. Unpredictable markets. These are just a few factors that are preventing manufacturing commercial leaders from determining and realizing revenue goals. How can organizations achieve differentiated growth, productivity and efficiency for profitable growth?
- Digital Go-to-Customer Study Discover the industry trends, insights and frameworks on the digital impact on revenue growth, as well as recommendations for increased sales performance and growth in a digital environment.
- Digital Insights Study Digital means changing how companies engage with customers and enable their commercial teams. Determining where and when your customers interact with your products and solutions can impact your organization’s digital maturity and where to guide your investments.
- Manufacturing & Distribution Industry Trends Research: Strategies | Insights | Metrics Digital is altering the way customers interact and purchase your offerings. Integrating sales, marketing and service to provide customer value will differentiate your firm, command a premium and deliver sustainable growth. Compare your business processes and performance metrics to your competition to see if you’re hitting the mark.
- Manufacturing & Distribution Productivity Drivers Rising inflation, supply chain constraints and uncertain demand are just a few economic factors that are impacting commercial models. What drivers are manufacturers and distributors investing in to prioritize customer segments, protect margin, and maintain and grow market share?
- 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.
- Prioritizing Quality Over Quantity: An Analysis of Marketing Demand Generation Performance Leaders in manufacturing and distribution have increased demand generation investments by over 13%. Marketing now accounts for 33% of functional pipeline development. As marketers look to allocate resources between channels and initiatives to increase conversion rates while navigating costs and tracking ROI, how do you determine the best demand gen investment strategies?
- Redefine Excellence Through Customer Experience From executing a customer experience (CX) vision and strategy, deploying the right resources for customer engagement, setting specific CX goals and measurements, and defining the processes and growth plays that drive retention, the study provides insights and metrics for manufacturers and distributors on leading practices for a successful CX program.
- Revenue Operations Survey Over 200 executives in sales and revenue operations were surveyed across Business Services, Financial Services, Manufacturing and Distribution, MedTech, Health and Wellness, Media and Technology to determine the leading practices of world-class revenue operations organizations.
- Sales Compensation Hot Topics Survey Over 350 sales compensation leaders across seven industries provided insights on key sales comp topics including costs, quota planning and attainment, profitability, AI’s impact on comp, global comp practices, marketing comp practices and client/deliver services comp practices.
Upcoming Manufacturing and Distribution 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, April 30, 2024 –
Wednesday, May 1, 2024 -
St. Regis Hotel, Chicago, IL
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Spring B2B Marketing Summit
Chicago, ILFour 30-minute sessions on the latest research and insights related to customer segmentation and targeting, marketing structure and roles.
1. Customer and market research: using voice of customer and opportunity modeling
2. Segmentation and targeting: aligning ICP and coverage
3. Structure and jobs: determining marketing archetypes and organizational models
4. Generative AI: defining marketing use casesThe sessions will be followed by a one-hour networking cocktail reception.
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Thursday, May 9, 2024
3:00 p.m. – 6:00 p.m. ET -
Chicago, IL
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Revenue Symposium
VirtualCustomer Experience; Marketing; Leadership & Talent; Revenue Operations
More to come soon.
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Tuesday, May 21, 2024
12:00 p.m. – 4:00 p.m. ET -
Virtual
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Summer B2B Marketing Summit
VirtualThis virtual event will cover best practices around marketing analytics and talent management.
1. Talent discipline: product management vs. product marketing
2. Marketing analytics maturity: defining the metrics that matter-
Thursday, July 25, 2024
11:00 a.m. – 12:00 p.m. ET -
Virtual
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Sales Compensation Symposium
VirtualVirtual Event
More to come soon.
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Tuesday, August 13, 2024
12:00 p.m. – 4:00 p.m. ET -
Virtual
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Sales Compensation Symposium: Boston
Business Services, Financial Services, Healthcare, Life Sciences, Manufacturing & Distribution FocusBusiness Services, Financial Services, Healthcare, Life Sciences, Manufacturing & Distribution
Convene
201 Washington Street, Boston, MA-
Thursday, August 22, 2024 –
Thursday, August 22, 2024 -
TBD
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Fall B2B Marketing Summit
New York, NYThree 30-minute sessions on the latest research and insights related to revenue marketing motions, and product and digital innovation.
1. Demand generation performance and investments
2. Generative AI for modern marketing organizations
3. Modernizing product commercializationDate is TBD in September
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Thursday, September 5, 2024
11:00 a.m. – 12:00 p.m. ET -
New York, NY
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Winter B2B Marketing Summit
DATE TBDMore information to come soon.
Date is TBD
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Thursday, November 14, 2024
11:00 a.m. – 12:00 p.m. ET -
TBD
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Executive Forum
The Breakers | Palm Beach, FloridaJoin hundreds of senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas for how to align growth through convergence.
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Wednesday, November 20, 2024 –
Friday, November 22, 2024 -
The Breakers | Palm Beach, Florida
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Sales Compensation Symposium
Reserve your spot at Alexander Group’s upcoming Sales Compensation Symposium. Join leading manufacturers and distributors as we discuss the latest strategies and best practices to support your sales reps as you look to set, measure and compensate success.
Practice Leadership
Research & Benchmarks
Get access to the latest go-to-market research and benchmarks to leverage growth drivers for valuation improvement