Set the Agenda for Value Creation
The Shift to Go-to-Market Performance
The level of investment caution has increased due to economic uncertainty, inflation and rising interest rates, leading to slow deal volume.
As a result, the focus on commercial diligence and value creation has now shifted to optimizing portfolio companies’ go-to-market (GTM) strategies. The challenge? Getting the management team to think bigger.
Deal and operations teams must convince management to invest in the talent and new GTM models needed to deliver aspirational growth.
- Is the commercial organization aligned to the markets and segments where they have a right to win? Are they positioned to win customers that will deliver the needed unit economics?
- Do they leverage the right mix of motions, channels and roles to win more than their fair share?
- Is the model effective and efficient? Will it scale?
- Are there any people, processes, technology or other deal model inhibitors?
- Does the business have the leadership and talent in place to enact change and deliver growth?
Private Equity (PE) operations teams and portfolio company management must be agile with value creation plans. They must be prepared to pivot their teams quickly to respond to downturns and capitalize on growth.
Alexander Group works with deal and operating partners and portfolio company leaders to assess, design and implement revenue growth solutions that drive real impact throughout the entire PE lifecycle.
How We Help
- Commercial diligence: Answer diligence questions related to the marketing, sales and service organizations. Determine if the target company has the commercial model needed to bring the deal thesis to life. Scope the future state, produce a financial business case, deliver an initial view of a commercial value creation plan.
- Value creation plan & execution: Determine the critical steps to engage and win over the management team within the first 90 days. These include strategic planning sessions, a structured, codified onboarding process, and defining commercial opportunities, metrics and benchmarks.
- Sales optimization: Address a portfolio company’s specific sales effectiveness challenge. Common issues include segmentation and coverage, sales process and pipeline management, territory calibration, talent optimization and sales compensation.
- Marketing & demand generation blueprint: Evaluate current and new markets and areas of opportunity. In addition, optimize marketing channels, mix and return.
- Pricing: Build a differentiated pricing capability by determining which offers have greater value and how price can align, moving from blanket price increases to trailing/deploying differentiated pricing, and setting new pricing/discount guidelines for specific segments, based on likely pricing impact.
- Change adoption: Develop multiple dimensions for successful implementation and change adoption through sales playbooks, sales enablement, collaborative launch design, communication process and decision support through data and operations support.
- Profitable growth: Tune up the go-to-market model and performance, and ensure the portfolio company is lean, focused and sustainable leading up to exit.
Related Insights
Portfolio Company Research Opportunities
Open Opportunities- Healthcare Industry Trends Study As a healthcare leader, how can you meet the needs of the rapidly changing buyer journey? Compare your business processes and performance metrics to that of your competition! Set the rules for winning by joining Alexander Group’s Healthcare Industry Trends Research.
- Life Sciences Industry Trends Study As Life Sciences and Analytical Instruments commercial leaders capitalize on near-term growth, they must also evaluate the market trends that will impact progress as they plan for the next three to five years. Join the study to weigh in on industry strategies, insights and metrics and receive a full report of the findings, including custom benchmark comparisons.
- 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?
- XaaS Research: Revenue Models and Productivity Address critical go-to-customer model dynamics, best practices and industry-specific insights by participating in this on-going research.
- Artificial Intelligence in the Commercial Organization How are commercial leaders aligning AI investments and use cases to growth plays? Learn the best practices and use case guides for AI-enabled commercial growth plays and the most effective AI implementation tactics.
- Customer Experience Study Through surveys and interviews with commercial leaders from 160 companies across industries, this study provides the best practices to develop a successful customer experience (CX) strategy to generate loyal customers that return time and time again.
- 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.
- Value Creation and Commercial Optimization Study Operating and deal partners from over 50 private equity firms with investments in the technology, healthcare, business services, financial services, consumer, industrials, IT and media sectors provided insights on the top commercial levers that have the most impact on value creation and best practices for utilization.
Upcoming Private Equity Events
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Talent Development: From Super Seller to Performance Multiplier – Rethinking the Sales Manager Role
WebinarJune 23, 2026 | 2:00 – 2:45 p.m. ET | Virtual
Sales managers are operating in an environment of constant change and increasing pressure, yet when top sellers are promoted into management, the job itself is rarely reset. Managers have new expectations to lead the team, navigate change and impact culture, but time is still spent deal by deal, leaving managers with no time for anything else. The result can be lagging team performance and stalled change adoption, driven not by effort gaps but by a lack of role clarity and talent development. Sales managers need a new way forward and the organizational support behind them to succeed.
What You’ll Learn:
In a guided interview with Alexander Group consultants and through real client examples and Alexander Group insights, you’ll examine how the sales manager role has expanded. We’ll make the business case for refocusing sales managers as one of the highest leverage investments organizations can make. You’ll see how the spearhead sales manager model reframes the role from super seller to performance multiplier, shifting focus from individual deal support to sustained team development and business impact. You’ll leave with specific actions you can take after the webinar to realign roles, expectations and enablement around sales managers.
Why Attend?
You will leave the webinar with:
- A clear, research-backed point of view on how the sales manager role has changed, and how sales managers must lead differently today.
- Concrete actions you can take as a leader or enablement partner, including how to clarify sales manager job priorities, put the right support structures in place, and develop playbooks that reinforce consistent execution.
- Insight-driven guidance you can apply immediately, informed by data, research and real client work to help you better support frontline leadership.
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Tuesday, June 23, 2026
2:00 p.m. – 2:45 p.m. ET -
Virtual
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Sales Compensation Symposium: Virtual
Industry Focus: AllRevolutionize your approach at the #1 event for sales compensation professionals and all executives who care about sales comp. Designed specifically for senior executives, join industry peers and renowned experts to gain exclusive access to cutting-edge research, emerging trends, real-world case studies and proven best practices in governance, design and administration.
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Tuesday, August 11, 2026 –
Tuesday, August 11, 2026 -
Virtual
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Sales Compensation Symposium: Chicago
Industry Focus: AllRevolutionize your approach at the #1 event for sales compensation professionals and all executives who care about sales comp.
Designed specifically for executives in HR, Compensation, Sales and Revenue Operations that want to use sales comp more effectively.Industry Focus: All
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Thursday, August 27, 2026 –
Thursday, August 27, 2026 -
Chicago
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Executive Forum
St. Regis Hotel | Chicago, ILJoin 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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Wednesday, September 30, 2026 –
Thursday, October 1, 2026 -
St. Regis Hotel | Chicago, IL
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Private Equity Insiders Council
A community for PE leaders to discuss contemporary issues and key imperatives for portfolio company growth.
Practice Leadership
CRO Summits
Complimentary sessions for deal, operating and management teams on topics including profitable growth, navigating disruption, go-to-market levers, VCP execution, change adoption, revenue motions, pricing, sales optimization and more.