Announcing Alexander Group’s Business Services practice leaders.
With changes in customer demands, service business models have become increasingly complex, adding pressure for Business Services organizations to evolve their go-to-market strategies.
New competitors, offerings and acquisitions along with the acceleration of technology and digital platforms are driving this transformation.
To help Business Services firms determine the right combination of sales channels, roles, tools and resources to generate new and consistent growth, Alexander Group is pleased to announce new and expanded roles for Dave Eddleman and Mike Burnett, who will now lead our Business Services practice.
Eddleman and Burnett, principals for the Atlanta and New York offices respectively, combined have over 30 years of experience assisting clients with go-to-customer commercial model design, sales and marketing transformation, process effectiveness, job design, territory deployment and incentive compensation design across an array of industries. The duo will focus on providing expert knowledge and insights to help Business Services clients develop go-to-market strategies that align with revenue goals. Moving forward in 2021, Eddleman and Burnett note that Business Services organizations are focused on six key mandates:
- Integrating marketing, sales and service functions to ensure the right interaction and offerings are presented at all stages of the buyer journey
- Defining optimal value messaging and organizing sales strategy around use cases
- Simplifying sales coverage models and delineating between service sales and delivery
- Clarifying roles and responsibilities to maximize new sales, expansion and retention
- Ensuring the organization has the right skills and capabilities for more complex offer portfolios
- Aligning sales compensation and quota programs to motivate and achieve more aggressive business goals
Alexander Group’s Business Services practice a range of sub-industries including banking and financial services, tech-enabled services, industrial services, IT and outsourcing services, and logistics and transportation. To learn more about the Business Services practice, our research and community, please contact Dave Eddleman or Mike Burnett, or visit the Business Services practice on our website.
Author
Chris Nagle is a principal in the Atlanta office. He works on a variety of issues with clients in the areas of sales strategy, sales operations, performance management and sales compensation. He has 20 years of experience consulting to Global 2000 companies. Chris is a frequent speaker on sales effectiveness issues.
