TECHNOLOGY

Mapping Direct Selling Roles within Tech Coverage Models

Getting the right sales coverage model for your organization is a critical component in laying the foundation for a strong sales strategy.

Alexander Group’s research shows that coverage models impact top-line growth, bottom-line profitability and customer engagement. In this video, Ted Grossman and Rachel Parrinello, principals and technology industry leaders at Alexander Group, discuss how companies with best-in-class coverage models think about sales coverage, including the key factors leaders should consider before designing their coverage models, how to execute on that design, and what key coverage archetypes are currently being deployed in the industry.

For this research, Alexander Group collected and codified coverage models from over 70 tech client engagements. The database includes XaaS, Hybrid and Consumption models. Research shows that some models are more prevalent than others, however, there are clear factors that inform which model is best for any individual company and customer segment. Watch the video and read the transcript below to learn more.

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