Driving Profitable Outcomes
XaaS Growth Strategies: Maximize Your Potential
The technology industry is highly dynamic and constantly changing. As a result, new sales, service and pricing models must reflect the innovative solutions now offered.
The advent of Technology-as-a-Service has pressured technology companies to continually adjust go-to-market models to stay competitive and maximize profitable growth. Successful companies now use the Land, Adopt, Expand and Renew levers to find the right model for growth and profitability.
But how do you determine the right mix for your company that targets the right audience and aligns with the operational elements of your go-to-market (GTM) model?
Creating the right blend of levers and GTM strategy will drive more profitable growth. However, it has never been more critical to differentiate your company and maintain market position or risk being left behind.
With a consistent stream of challenges being the new norm, it is critical to re-evaluate and adjust your GTM strategies early and often.
Alexander Group helps XaaS companies adapt to new trends and differentiate their business through innovative GTM solutions and strong customer relationships to sustain profitable growth.
How We Help
- Go-to-market transformations: Between new market valuation metrics, changing customer expectations and new ecosystems and market routes, technology companies prioritize consistently re-evaluating their go-to-market models to keep up with the evolving industry. Assess, develop and implement growth readiness roadmaps by analyzing market opportunities, identifying key growth drivers and prioritizing initiatives that align with your go-to-market strategy. Ensure that you are well-positioned for sustained growth and to drive revenue growth and profitability.
- Annual planning: GTM planning, when completed in an orderly, comprehensive fashion, is a powerful tool to orient the organization around growth, profitability and other business objectives. The planning process should set objectives that match your company’s growth goals, risk tolerance and desired GTM model. Too often, technology companies don’t start this annual process early enough and lack clarity and consensus around which objectives they are trying to achieve. Even then, aligning all the elements of deployment, territories, quotas and compensation is complex. Alexander Group helps ensure that you’re building, configuring, and executing a successful planning process for profitable revenue growth.
- Opportunistic go-to-customer improvements: Providing strategic guidance and expertise to improve customer acquisition and retention is crucial to remain profitable in the technology industry. In addition to developing new strategies and implementing new processes and tools to drive revenue growth can include improvements across revenue operations, lead generation, segmentation and targeting, job architecture and productivity. Developing a more effective sales process and creating a customer-centric culture will help your organization drive long-term success.
- Benchmarking & research: Driving profitable growth and remaining competitive in a rapidly evolving market requires competitive benchmarking and research. This analysis provides valuable insights into the company’s performance, helps identify improvement areas, and provides a framework for setting goals and measuring success. In addition, monitoring and reforming your growth and profitability levers through benchmarking and research will help you find the right GTM strategy to drive revenue growth.
Working with Alexander Group
Related Insights
Participate in Our Research
Open Opportunities Briefing Offers- 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.
- Channel Partner Go-to-Market Benchmark Study In the ever-changing world of XaaS, evolving channel partner ecosystems have become a necessity to stay competitive and drive growth. 80% of technology leaders are planning to, or have already launched, a major partner program transformation in the last two years. Schedule a briefing to find out what changes technology vendors are considering to increase their channel partner program ROI while also keeping up partner engagement.
- Demand Generation & Performance Insights Success in demand generation depends on how well an organization navigates the complexity and costs related to customer acquisition and ROI. Relevant research and metrics within the tech industry can help solve the mystery of how to allocate resources between different marketing channels and initiatives to increase conversion rates. Tech marketing executives recently shared their data, insights and viewpoints on current demand gen performance and investments.
- FinTech: Go-to-Market Research Fintech companies are quickly making GTM changes to drive value added services that build differentiation in the market and a stronger value proposition to prevent margin erosion. Learn the three commercial GTM success factors to ensure the company yields ROI and growth from the investment.
- Future Ready: Marketing, Product & Digital Strategies Through 200+ marketing survey responses and 35+ interviews with B2B marketing executives, this study reports on the marketing organizational structures and performance insights to scale the marketing organization, increase marketing productivity and measurement and expand digital reach.
- 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.
- Optimizing Sales Roles for Profitable Growth Technology organizations are making significant investments in their sales roles, 58% increasing product specialist headcount and 54% increasing customer success manager headcount in 2024. Based on Alexander Group’s latest research, leading technology companies are making investments in roles and coverage to execute growth priorities with nine key growth plays.
- Revenue Models and Productivity: Emerging Trends & Benchmarks for FinTech Leaders FinTech market leaders are growing revenue by more than 20% every year while making go-to-market changes to drive value added services that build differentiation in the market. In Alexander Group’s latest FinTech Research, 100+ fintech and technology executives shared best practices and benchmarks on new account acquisition and maximizing customer lifetime value for growth and margin.
- Top 5 CX Strategies for 2025 Leaders Unlock the hidden revenue engine that’s driving 122% NRR! Discover the five trends reshaping customer experience in 2025 and how top-performing organizations are implementing them.
- XaaS Research Explore industry trends, insights and frameworks from top revenue leaders on expansion growth and ILAER models, and recommendations for increasing sales performance and revenue growth in a XaaS environment. How does your firm compare?
Upcoming Technology Events
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Mid-Year Sales Compensation Review: Game-Changing Strategies for Technology Executives
Virtual RoundtableWith 95% of technology companies making changes to their compensation plans and budgets projected to increase by 3.3%, 2026 is shaping up to be a pivotal year for sales compensation transformation. Is your organization positioned to compete?
As we approach the mid-year mark, technology leaders are navigating real pressure on multiple fronts: AI’s accelerating impact on GTM roles, growing urgency around GRR and NRR, and the ongoing challenge of keeping compensation strategy aligned with a market that keeps moving.
This session opens Alexander Group’s 2026 sales compensation season with a focused preview of the latest research and the questions worth asking as H1 closes.
Join HR and sales compensation technology leaders for an executive-focused virtual roundtable that delivers actionable insights on the most impactful sales compensation game changers transforming the technology industry.
What You’ll Learn:
- Alexander Group’s five tenets of an effective sales compensation program to ensure you’re using comp as a strategic advantage
- Critical revenue growth strategies as organizations respond to 10.5% average projected revenue growth by refocusing sales coverage models and driving stronger pay-for-performance
- Why GRR and NRR have become the defining metrics for XaaS organizations, and how leading technology companies are restructuring coverage models and compensation programs to protect and grow customer lifetime value
- How to get ahead of AI’s growing impact on your sales team, from its effect on customer-facing and specialist roles to how top technology firms are already using it to sharpen their compensation programs
- Practical frameworks to evaluate your current plans as H1 closes and implement strategic adjustments for H2 success
This interactive session will provide technology executives with a first look at Alexander Group’s latest sales comp research and a framework for identifying high-priority adjustments heading into H2, offering a timely opportunity to course-correct compensation plans before entering the second half of the year.
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Thursday, June 11, 2026
2:00 p.m. – 3:00 p.m. ET -
Virtual
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Talent Development: From Super Seller to Performance Multiplier – Rethinking the Sales Manager Role
Virtual RoundtableJune 23, 2026 | 2:00 – 3:00 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. – 3:00 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: San Francisco
Industry Focus: TechnologyRevolutionize 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: Technology
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Thursday, August 13, 2026 –
Thursday, August 13, 2026 -
San Francisco
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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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Join our Technology Community
Alexander Group’s community enables leading executives to share insights and takeaways for immediate use. Participants engage with sales leaders in interactive discussions while gaining knowledge on best practices, pitfalls and challenges.
Practice Leadership
Alexander Group Can Help
Is your go-to-market strategy focused on sales productivity to ensure profitable growth?