Leverage Infrastructure Software for Continuing Success

How We Help

• Navigate and influence the IT organization: Infrastructure by its very nature almost always has the IT organization as a primary buyer or influencer. However, the structure of IT and their buying organizations continue to evolve and often become more complex. Alexander Group provides insights into the modern IT organization and the implications for Marketing and Sales coverage, selling roles and corresponding sales plays.
• Leverage PLG and SLG motions: Product-led growth (PLG) and sales-led growth (SLG) strategies must work in tandem to achieve above-market growth. Alexander Group assists clients in deploying these strategies to capture higher Average Selling Prices (ASPs) with c-suite buyers (CTO, CIO, CSO etc.) within enterprise customers or develop robust PLG motions that reduce friction for developers and engineers, managing customer acquisition costs and cost-to-serve.
• Migrate to the cloud: Some tech infrastructure companies are still transitioning from on-prem solutions to cloud-based deployment models, and many companies are developing SW platforms which have implication for both sales, and customer success. Alexander Group helps design solutions to manage this transition, from process design to coverage needs and sales compensation plan design.
• Align on the optimal coverage model – An inappropriate coverage model can impact customer experience and result in high costs or lost revenue. Alexander Group designs and deploys coverage models aligned with customer and business needs. Examples include evaluating the fit of bifurcated hunter/farmer account executive models versus rancher roles responsible for new and existing customers, deploying product and technical specialists, and defining customer success roles and rules of engagement for renewals and expansion opportunities.
• Manage the implications of multiple or changing pricing models: Most tech infrastructure companies use a combination of pricing models, including Perpetual, Subscription, and increasingly, Consumption or Usage-Based models. Alexander Group helps clients navigate the complexities and implications, including role design and tactical elements like sales compensation, to motivate behavior across multiple models.
• Leverage partners to increase reach and opportunities: Partnerships are critical for successful customer implementation, unlocking new opportunities, and scaling growth.  Often partners, have unique access to your IT and Infrastructure buyers, but getting them to activate this motion is difficult.  To increase success AGI helps ensure your company is focused on the right partners (ISVs, VARs, SIs. MSPs), has the right partner incentive program, and the right level of coverage and talent to enable to support the partners.