Go-To-Customer Symposium Panel Discussion Highlights


40+ sales, sales strategy and sales compensation leaders convened at this daylong symposium at Autodesk Gallery in San Francisco to focus on best practice technology/XaaS sales compensation solutions and much more. These panel discussion highlights include topics on sales coverage, jobs, the customer success role, adoption & expansion, renewals and customer success sales compensation.

Episode 5: Growing Revenue Through Effectively Evaluating Churn

When it comes to growing revenue, churn plays a critical role in XaaS and subscription-based businesses.

Listen to this discussion between Tim Willey, SVP of commercial strategy and operations at ForgeRock, and Ted Grossman, principal and Technology practice lead, to discover their insights into growing revenue through effectively evaluating churn. The conversation stems from a recent guest article Tim wrote for Alexander Group highlighting his 10 Rules for Calculating Churn.


Episode 4: Moving to XaaS: Interview with Dr. Robert Bieshaar of Autodesk

In Episode 4, Ted Grossman and Rachel Parinello, principals with the Alexander Group, interviewed Dr. Robert Bieshaar of Autodesk to discuss the journey his company has taken to transition to XaaS, as well as sales compensation design challenges and how key sales behavior changes are impacting his role.


Episode 3: Five Key Sales Technology and XaaS Sales Compensation Challenges

Alexander Principals Ted Grossman and Rachel Parrinello discuss in Episode 3 the five key sales technology and XaaS sales compensation challenges and how the Alexander Group can assist in overcoming them.


Episode 2: Revenue Growth Trends in the Technology Industry

In Episode 2, Alexander Group Sales Leaders Sean Ryan and Ted Grossman explore the coverage model changes in tech that are emerging as a result of the movement from perpetual license on-premise solutions towards cloud-based as a service subscription and consumption models.


Episode 1: Selling Tech to the “Front Office” – Challenges in the Tech Industry

In Episode 1, Sean Ryan and Ted Grossman explore the challenges in the technology industry. One area that is most prominent is the shift from selling to strictly IT buyers to selling to functional buyers (HR, finance, etc) within organizations. One question they hear often is: How can a company take this change into account and help increase revenue growth? Listen now to hear how the Alexander Group and this Technology team can help your business grow.

Learn more about Alexander Group’s Technology practice.


Insight type: Podcast

Industry: Technology

Role: C-Suite, Sales and Marketing Leadership


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