In today’s fast-changing technology revenue environment, it is critical to understand go-to-customer model dynamics associated with maximizing shareholder value.
Companies that grow profitably capture a disproporationate share of market valuation compared to their peers. Join Alexander Group’s latest XaaS research opportunity. Learn about leading-edge practices that separate top technology executives from their peers. See how your company compares to benchmarks for over 30 metrics across bookings, cost, headcount and sales compensation. The research builds on prior studies, along with insights from 90+ recent client engagements.
Research Focus
- Initiatives for the next 18 months: Discover focus areas around growth, profitability and risk mitigation to continue to win in today’s hyper-competitive environment
- New Account Acquisition: Understand changing buyer behaviors and expectations to drive new logo acquisition by balancing marketing and sales
- The Role of Customer Success: Learn how the role of Customer Success is evolving to drive adoption, renewal, and, in many cases, expansion
- COVID-19 and Impact on Long-Term Planning: Uncover innovative practices that companies are implementing to cope with and win in response to COVID-19
Key Metrics
Our XaaS research provides in-depth benchmarks on sales compensation, roles and headcount, bookings, cost and productivity.
How to Participate
Participation is free of charge and your submitted data will remain confidential. By participating, you will receive a complimentary custom report, presented by an Alexander Group Technology practice leader. If you are interested, please contact us.
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Authors
Elena Ryan is a manager in the San Francisco office. She works with clients in multiple industries, including software, hardware, cloud and professional services. Elena has completed numerous projects related to sales organization optimization; revenue segments and coverage definition; job rationalization; sales force sizing and territory deployment; and incentive compensation design. Her recent engagements include designing coverage models and rules of engagement, developing competency models and sales compensation plans, developing a two-year change management roadmap and designing new inside sales coverage and roles.
Raj Sharan is a director in the San Francisco office. His areas of focus includes customer coverage models, digital transformation, sales job design and sales compensation design. He works with clients across multiple industries, including technology, manufacturing, media and life sciences. Raj’s global experience includes client work in China, Japan, South Korea, India and several countries in Europe. Recently, Raj led the integration of two sales teams coupled with the full sales transformation at a life sciences company’s Asia division.
