How We Help

• Segment TAM & place bets: Being ‘everything to everyone’ is a tempting proposition, but successful application companies make strategic bets about where to focus their commercial efforts. Merging quantitative data science and qualitative market insights, AGI works with clients to make tough decisions in prioritizing marketing and sales focus by segment, product, and geography, maximizing ROI and delivering results
• Focus on business buyers: World-class SaaS solutions provide wide-ranging value, often impacting multiple business functions through a variety of use cases. In turn, buyers are complex, each with different profiles, expectations and financing capabilities. We work with clients to arm sellers with the insights they need to tactfully target and address different buyers, improving win rates and driving new logo conversion.
• Optimize the coverage model: Amidst ever-evolving product offerings, use cases, pricing models and buyer profiles, the coverage model can make or break performance. When deployed in alignment with the customer lifecycle and with internal clarity on role-level expectations and rules of engagement, the coverage model can prove to be a strategic advantage. Alexander Group works with clients to design go-to-market models that cover the full range of Identify, Land, Adopt, Expand and Renew, tackling tough questions like single account ownership vs. a bifurcated hunter-farmer model, the usage of overlay specialist roles, and clarify renewal and expansion responsibility.
• Prioritize adoption: XaaS has flooded the market, making it common for a single company to spend on upwards of 50 applications in a given year. As financial pressures mount on companies to rationalize their tech stacks, adoption and usage are more relevant than ever. We help companies develop Customer Success models and other adoption-oriented programs to drive usage and improve customer experience, leading to custo mer retention and long-term opportunities for account expansion.
• Manage multiple pricing models: Most XaaS companies deploy multiple pricing models simultaneously, including One-Time, traditional Subscription, and Consumption. Alexander Group helps clients navigate the complexities and implications, including coverage and role design and tactical elements like revenue realization, to drive long-term profitable growth.
• Align compensation with strategy: Companies that get sales comp right see a 5-10% bump in overall performance. As the leader in XaaS compensation for over 20 years, Alexander Group boasts best-in-class benchmarks and best practices to help clients tackle their toughest challenges, including choosing ACV vs. TCV, compensating for multi-year deals, crediting on renewals, and deciding when to ‘double comp’ multiple roles.