Hardware & Peripheral Solutions

Innovation, Reliability and Performance

Thrive in the Evolving Digital Landscape

The hardware solutions segment captures the essence of companies whose core offerings revolve around tangible computing, storage, network and peripheral-based products and appliances. These critical solutions are designed to seamlessly integrate into on-premise, cloud or hybrid environments, providing the backbone for modern IT infrastructure.

While these companies are known for their hardware prowess, many complement their physical products with software enhancements, creating a cohesive ecosystem that maximizes the utility and performance of their offerings. This segment is distinct from those specializing in semiconductor and compute componentry, focusing instead on the broader hardware landscape that enables businesses to thrive in a digital world.

From the foundational servers that power enterprise operations to the peripheral devices that facilitate day-to-day tasks, the hardware solutions segment is synonymous with innovation, reliability and performance.

How We Help

aaS go-to-market evolution: Go-To-Market models must evolve as organizations diversify revenue streams and leverage recurring revenue streams to augment hardware sales, drive revenue stability and enhance profitability. Assess, develop and implement growth readiness by identifying key growth drivers and prioritizing initiatives that align with a services-led go-to-market strategy. Ensure that you are well-positioned for sustained growth and profitability.
Annual planning coverage enhancements: An efficiently functioning and coordinated organizational structure will meet customers’ needs in a hybrid On-Prem and Cloud environment. Ensure that your sales, marketing, and customer success resources are deployed to effectively maximize profitable growth and achieve business growth objectives.
Channel program transformation: The channel landscape is growing more complex in a services-led landscape. Organizations need a coordinated program to support both legacy and emerging partners (E.g., Hyperscalers). Determine the partner strategy and build an effective partner program ecosystem. Drive profitable growth in Installation and Service operations.
Digital channel optimization: Having a robust digital channel is critical to support the buyer journey. Start by defining the roles, tools and enablement needed for digital channel efficiency, including providing enhanced CX and reaching a wider audience.
Sales compensation program updates: Innovation and changes to go-to-market models is yielding increased wages and increased compensation costs. New roles and service-led sales motions require new sales compensation plan constructs. Align sales compensation and quota programs to motivate and achieve aggressive business goals with a competitive and cost appropriate approach.

Technology Insights

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Video 13:45

Executive Interview – John Coplen, Genesys

Ted Grossman, principal at the Alexander Group, spoke with John Coplen, VP of Sales Strategy at Genesys, on sales transformation, improving the customer experience and the impact that changes in roles have on the company culture.

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Open Opportunities

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.

Briefing Offers

Upcoming Technology Events

November 10, 2026
Talent Development: Change Is Coming in FY27. Are Your People Ready?
Webinar
FY27 is bringing sweeping commercial, talent and AI-driven changes. The organizations that thrive will be the ones who get their people ready first.

Join talent development leaders at Alexander Group to uncover the changes reshaping launch planning, the hidden hurdles standing between you and a successful FY27 and a practical, battle-tested readiness framework to align your leaders, managers and sellers before the year kicks off. Walk away with best practices and the key actions your teams need to hit the ground running.

Why Attend?

Many organizations invest heavily in strategy while underestimating people readiness, which is required to execute any strategy successfully. This webinar will help you:
- Understand the commercial, talent and AI-driven trends shaping FY27 planning.
- Identify the critical talent, leadership and enablement actions needed to prepare your commercial teams for the next fiscal year.
- Learn how leading organizations successfully launch and adopt new priorities, strategies and processes.
- Assess practical actions to accelerate change adoption across leaders, managers and sellers.
- Reduce execution gaps that can undermine even the strongest commercial strategies.
- Tuesday, November 10, 2026
  2:00 p.m. – 3:00 p.m. ET
- Virtual
- Register Now
18 November 2026
EMEA: Beyond Recurring Revenue – The New Rules of Profitable Growth for Technology XaaS Leaders in 2027
Webinar
18 November 2026 | 16:00 – 17:00 GMT | Complimentary Virtual Event

Technology companies are navigating a rapid shift toward recurring and consumption-based revenue, outcome-led selling and AI-enabled go-to-market roles. At the same time, leaders are also facing greater pressure to improve retention, productivity and profitable growth. These changes are forcing organisations to rethink how they reward performance, define seller success and align incentives with long-term customer value. With most organisations revisiting their plans and only a small minority viewing current designs as fully effective, leaders need to act now to ensure rewards reinforce profitable growth, customer value realisation and the next generation of go-to-market work.

Alexander Group is hosting a webinar where sales compensation and revenue leaders will explore how leading XaaS organisations are adapting coverage models, measures, pay curves and operating practices to keep incentives aligned with evolving customer economics. The session will combine current research, practical examples and peer discussion to help leaders identify the most important actions for their organisations.

Main topics include:
- Evolving XaaS models: How recurring, consumption-based and outcome-led selling are reshaping GTM coverage and customer lifecycle ownership.
- Sales compensation priorities: Strengthening pay for performance, aligning measures to growth and retention and keeping plans simple and cost-effective.
- AI-enabled sales compensation: Using AI to improve plan design, analytics, operations, communication and seller support with appropriate governance.
Why Attend

Attend to benchmark your organisation against current industry practices, learn how peers are responding to changing revenue models as well as customer lifecycle demands and pressure-test your own sales compensation priorities. You’ll leave with practical ideas for aligning coverage, measures and rewards; improving productivity and pay-for-performance; simplifying plans; and identifying high-value AI use cases for the sales compensation function.
- Wednesday, November 18, 2026
  4:00 p.m. – 5:00 p.m. GMT
- Virtual
- Register Now

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