The Core of Innovation
Pushing the Boundaries of Technology
In recent years, no segment of the tech industry has experienced a faster pace of technological advancement than semiconductors. The rapid adoption of AI and LLMs, and the corresponding demand for a next generation of chips and solutions to take advantage of these trends is forcing change on the traditional semiconductor commercial model. Thus, there are many specific challenges that face the industry, and Alexander Group has experience addressing each with industry leading insights and best practices.
Common challenges for the Semiconductor industry include:
- Product Offerings Move Beyond Hardware: Semiconductor companies are both broadening their product and increasing the volume and depth of their partnerships to include software and solutions. Customers are also demanding more flexible contracting and pricing models such as ELA’s and usage-based billing. These changes have put stress on both the direct and indirect selling motions. Sellers who have been successful in the previous commercial model may not have the ability to communicate the right value messages and companies need to evaluate the talent and headcount levels of their direct sales team. For indirect routes to market, these new more complex sales motions may require different partners and companies need to reevaluate their channel programs to make sure they have the right capability.
- More Routes to Market and More Buyers: Semiconductor do not just need to sell to OEM/ODMs; other strategic customers such as NSP and Hyperscalers have emerged as large consumers of chips. These customers need unique sales coverage and value messages to maximize revenue growth. Additionally, the route that products take to market has grown more complex, with SI, ISV and CSPs requiring influence in the value chain.
- Wave of Innovation Forcing a Reevaluation of Commercial Models: As innovation has changed the growth equation for many semiconductor companies, commercial model efficiency is being reevaluated. Sales motions can vary (i.e., Design Wins, Sell With, Sell To/Through, Influence) and identifying/tracking the right metrics can be challenging. Companies need to evaluate the metrics that accurately reflect influence on revenue growth, reward performance and hold individuals accountable.
How We Help
- Routes to market and coverage design: Identify the different paths and steps in the commercial value chain to design a coverage model that aligns the right resource to maximize chip consumption. Detail the Rules of Engagement between internal resources to ensure efficient account coverage and eliminate duplication of sales efforts. Develop end-to-end process to design, maintain and administer sales territories that create individual accountability.
- Job architecture: Define job families for consistent execution of the commercial model. Document the measurable and demonstrable skills needed for success and advancement in each role. Define the talent development process and define career progression within the organization to minimize unwanted talent attrition.
- Sales compensation: Identify the commercial roles that should participate in the incentive compensation program. Set the right balance of current revenue generation and future growth (e.g., design wins) which is not guaranteed and challenging to quantify. Design the right framework and governance on quota setting to drive seller achievement and align to growth expectations.
Technology Insights
Participate in Our Research
Open Opportunities Briefing Offers- Digital Insights Study Digital means changing how companies engage with customers and enable their commercial teams. Determining where and when your customers interact with your products and solutions can impact your organization’s digital maturity and where to guide your investments.
- 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.
- Revenue Operations Survey Over 200 executives in sales and revenue operations were surveyed across Business Services, Financial Services, Manufacturing and Distribution, MedTech, Health and Wellness, Media and Technology to determine the leading practices of world-class revenue operations organizations.
- Sales Compensation Hot Topics Survey Over 350 sales compensation leaders across seven industries provided insights on key sales comp topics including costs, quota planning and attainment, profitability, AI’s impact on comp, global comp practices, marketing comp practices and client/deliver services comp practices.
- 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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EMEA: Six Trends Shaping Sales Compensation in 2026
Virtual RoundtableActionable insights for our EMEA community from the Alexander Group’s 2026 Sales Compensation Trends Survey
19 May 2026 | 4:00 – 5:00 p.m. GMT | Complimentary Virtual Event
As commercial leaders navigate volatility, AI advancements and growth opportunities, sales compensation stands out as the critical tool for transforming strategy into tangible results. Based on insights from sales compensation leaders across 11 industries, Alexander Group’s 2026 Sales Compensation Trends Survey reveals where programmes are evolving and where execution still breaks down.
What You’ll Learn
This complimentary virtual event will walk you through the six trends pushing commercial leaders to rethink sales compensation design:
- Optimism is high, but productivity is a concern.
- Hiring grows as AI reshapes GTM roles.
- Sales compensation costs are normalizing.
- Sales compensation is adapting to GTM and market shifts.
- Governance and efficiencies need some work.
- Quotas are the biggest pain point.
Why Attend
Want to turn these trends into clearer decisions and stronger execution? Join us to get actionable insights, innovative best practices and the latest trends that set leading organisations apart. We’ll equip you with the knowledge to elevate your programme and drive measurable impact.
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Tuesday, May 19, 2026
4:00 p.m. – 5:00 p.m. GMT -
Virtual
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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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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.
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Research & Benchmarks
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