Embrace Innovation to Drive Customer Growth
Leading Packaging Organizations are Doubling Down on Understanding their Customer’s References
In the packaging industry, there is an increased focus on understanding customer needs. Industry trends such as distributor consolidation, integrated packaging systems as well as the continued focus on sustainability have highlighted the importance of customer intimacy. Commerical resources have to adapt to selling value and ROI to capture premium pricing for premium offerings.
Whether deploying specialized industry-specific resources, bringing new products and services to market or focusing on upsell and cross-sell, commerical leaders need to revisit their overall go-to-market strategy.
Using our proprietary research and benchmarks specific to the packaging industry, Alexander Group can help.
How We Help
- Demand generation: Ensure the effectivness of current demand generation activies to ensure that you are achieveing the optimal return on investment (ROI) from these initatives
- Segmentation and targeting: Understand your share of wallet at the account or territory level as well as ideal customer profile attributes to ensure your commercial resources are appropriately deployed.
- Coverage: Reach your target customers most effectively by aligning buying needs and buyer behaviors with the appropriate channels and roles.
- Sales compensation: Help organizations use their sales compensation program as a strategic lever to attract and retain talent to profitably grow the business.
- Revenue operations: Invest in a revenue operations organization and strategy to integrate all aspects of the commercial model.
Related Insights
Participate in Our Research
Open Opportunities Briefing Offers- 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?
- 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.
Upcoming Manufacturing and Distribution Events
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B2B Marketing Webinar
WebinarJoin a dynamic platform designed exclusively for B2B marketing and product executives seeking to shape tomorrow’s strategies and unlock the next level of growth. The webinar brings together thought leaders, industry pioneers and practitioners for an engaging day of networking, sharing insights and discussing best practices on the latest trends and opportunities.
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Wednesday, November 12, 2025
11:00 a.m. – 1:00 p.m. ET -
Virtual
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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.