Case Study: Sales and Marketing Transformation

Turn a Growth Strategy Into a Reality

Developing your growth strategy is important. However your strategy is only as good as its execution. Alexander Group recently helped a leading healthcare company activate their sales and marketing transformation to drive growth in an established and steady market.

Phase 1 of this sales transformation focused on strategy activation through a specialized blueprint and roadmap (1:03). Alexander Group helped the sales team improve focus, define customer touchpoints, determine future-state workload and headcount sizing, and provide best-in-class CRM practices. Phase 2 was the detailed design and implementation of the transformation (2:01). As part of the territory design process, Alexander Group facilitated a complex segmentation model. The model called for a shift from a geography-based territory alignment to an account-based alignment. To support adoption of this new model, Alexander Group worked with the client to develop key communication materials and tools.

Using this two-phased process, the company successfully aligned their goals to a new strategy, achieved project deadlines and experienced a year-over-year increase in revenue.

Explore what the Alexander Group Healthcare practice can do for your company. Contact a revenue leader today to learn more.

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