Briefings
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Alexander Group research insights and findings will help you make decisions with confidence.
Use the insights and benchmarks based on our primary research efforts, project work and global revenue leadership community as part of your planning process, to support your organizational transformation or test new ideas. Alexander Group research briefings focus on the investments, strategies and best practices leading companies are using to win in today’s environment.
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- Commercial Practices to Drive Profitable Growth & Valuation Collaboration across marketing, sales and service functions is essential to engage customers across the buyer journey, from awareness to loyalty. By aligning these functions and optimizing their performance, businesses can increase their revenue and profitability. How do you optimize your commercial practices to achieve profitable growth and valuation? This is a question that many business leaders face in today’s competitive and dynamic market.
- Key Talent Management Strategies to Increase Productivity and Efficiency Business services organizations that generate strong profitable growth have more productive and efficient commercial teams by outperforming competitors in key talent management areas. These best-in-class business services companies have 23% more sellers achieving quota and an 18% higher net revenue retention. Discover the five principles these firms have implemented to enhance their talent management strategies.
- Shifting Demand Generation Investments for Top Performance With macroeconomic factors and profitability pressure on the rise, firms today face the dilemma of allocating limited resources between different channels and initiatives. Determining the most effective and efficient investment strategy requires careful analysis and understanding of target markets, customer preferences and staying ahead of the curve with industry best practices.
- Steps to Elevate Customer Experience Business services firms that have implemented successful customer experience (CX) strategies are 36% more effective at retaining customers. Generated from interviews with commercial leaders, this research study provides the best practices for developing a CX program that impacts all interactions―from the initial encounter to long after the purchase.
- Commercial Practices to Drive Profitable Growth & Valuation Economic downturn. Unpredictable markets. These are just a few factors that are preventing commercial leaders from determining and realizing revenue goals. How can organizations achieve differentiated growth, productivity and efficiency for profitable growth?
- Customer Experience Study Through surveys and interviews with commercial leaders from 160 companies across industries, this study provides the best practices to develop a successful customer experience (CX) strategy to generate loyal customers that return time and time again.
- Digital Go-to-Customer Study Discover the industry trends, insights and frameworks on the digital impact on revenue growth, as well as recommendations for increased sales performance and growth in a digital environment.
- Digital Insights Study Digital means changing how companies engage with customers and enable their commercial teams. Determining where and when your customers interact with your products and solutions can impact your organization’s digital maturity and where to guide your investments.
- Five Principles of Effective Talent Management Organizations that generate strong profitable growth have more productive and efficient commercial teams by outperforming competitors in key talent management areas. These best-in-class companies have 15% more sellers achieving quota, a 7% higher net revenue retention and a 6% lower cost of turnover. Discover the five innovative practices these firms have implemented to enhance their talent management strategies.
- Marketing Demand Generation Performance & Investments Study With macroeconomic factors and profitability pressure on the rise, organizations today face the dilemma of allocating their limited resources between different channels and initiatives. Determining the most effective and efficient investment strategy requires careful analysis and understanding of target markets, customer preferences and staying ahead of the curve with industry best practices. Alexander Group recently interviewed 300+ marketing executives across industries to share data, insights and viewpoints on current demand generation performance and investments.
- Marketing Insights Study Over 150 marketing executives were interviewed to determine the marketing initiatives being prioritized to maximize customer lifetime value. From marketing roles and resource allocation to marketing mix, channels and spend, get the latest insights on where marketing leaders are investing to advance their organization’s marketing maturity.
- Revenue Operations Survey Over 200 executives in sales and revenue operations were surveyed across Business Services, Financial Services, Manufacturing and Distribution, MedTech, Health and Wellness, Media and Technology to determine the leading practices of world-class revenue operations organizations.
- Sales Compensation Hot Topics Survey Over 350 sales compensation leaders across seven industries provided insights on key sales comp topics including costs, quota planning and attainment, profitability, AI’s impact on comp, global comp practices, marketing comp practices and client/deliver services comp practices.
- Banking: Go-to-Market Trends and Initiatives From the Alexander Group’s Banking Industry Study, the data shows that there is a consensus on go-to-market priorities. Explore the highlights from these findings and get the benchmarks in this comprehensive briefing.
- FinTech: Go-to-Market Research Fintech companies are quickly making GTM changes to drive value added services that build differentiation in the market and a stronger value proposition to prevent margin erosion. Learn the three commercial GTM success factors to ensure the company yields ROI and growth from the investment.
- Insurance: Evolving Sales Models for Growth Leaders of 60+ major insurance carriers provided their insights on capturing market share in an increasingly digitized industry. Discover the latest growth and compensation trends.
- Shifting Demand Generation Investments for Top Performance With macroeconomic factors and profitability pressure on the rise, firms today face the dilemma of allocating limited resources between different channels and initiatives. Determining the most effective and efficient investment strategy requires careful analysis and understanding of target markets, customer preferences and staying ahead of the curve with industry best practices.
- Talent Management Strategies to Enhance Customer Experience Financial services companies that invest more in their employee engagement programs realize a 20% uplift in how their customers rate interactions with their commercial team. Leaders achieving profitable growth have developed effective strategies to support employee engagement programs. Discover the five principles these firms have implemented to enhance their talent management strategies.
- Commercial Practices to Drive Profitable Growth & Valuation 80% of healthcare companies are growing, with 45% having revenue growth goals that exceed their 2022 growth rates. Most healthcare executives are confident that they can achieve their 2023 revenue growth goals, which is the most optimistic outlook since the start of the pandemic.
- Commercial Talent Management Strategies Healthcare firms that consistently realize profitable growth spend 32% less on sales turnover. Why? These organizations have developed effective strategies to support commercial talent management. Discover the five principles to implement an effective and competitive talent program.
- Healthcare Go-to-Market Model Transformation As the healthcare market continues to evolve, go-to-market strategies must adapt accordingly. Discover the five key levers to advance your commercial model to drive greater productivity.
- Healthcare Hospital Providers Survey Healthcare executives, physicians and surgeons were recently surveyed to determine their views on current industry trends and investments. From staffing and supply shortages to procedure volume and interaction preferences, discover what healthcare providers are prioritizing for the new year.
- Health Insurance Go-to-Customer Study The current health insurance environment requires an increased focus on commercial transformation. With increasing costs in healthcare, the ongoing Blue Cross Blue Shield anti-trust litigation along with demands for new price transparency measures and a move to digital technologies, discover the key areas of focus as health insurance leaders rethink their go-to-market models.
- Health & Wellness: Drive Growth Through Customer Experience From before the sale, during the sale and after the sale, establishing a customer experience (CX) strategy that delivers a positive outcome across all touchpoints is essential for health and wellness organizations to drive customer retention and growth. This study provides feedback from commercial leaders across 160 companies on how to develop a successful CX strategy.
- Improving Marketing Pipeline Contribution The marketing channel mix is evolving, highly impacting demand generation performance. Healthcare leaders are investing over 53% more in demand generation which has led to a 36% increase in marketing qualified leads. Determining the right allocation of resources between different marketing channels and initiatives, however, is the challenge to increase conversion rates. How are your demand generation tactics performing?
- Leading Practices in Digital Health: Customer Experience Customer experience (CX) impacts all points along the buyer journey. In fact, digital health organizations that have top-notch CX strategies achieve +60% more effective customer retention than peers. In this study, uncover the process, plays and tools to drive CX for conversion, retention and expansion.
- Commercial Talent Management Strategies for a Competitive Edge Life sciences and analytical instruments firms that realize consistent profitable growth spend nearly 50% less on sales turnover. By establishing effective commercial talent management strategies, employees are better engaged, leading to higher customer experience ratings. Discover the five principles to implement an effective and competitive talent program.
- Demand Generation & Performance Insights In life sciences and analytical instruments, marketing accounts for 33% of functional pipeline development, with the top three channels being SEM/SEO, distributors and dealers, and paid social media. Success in demand generation depends on how well an organization navigates the complexity and costs related to customer acquisition and ROI. Discover how to allocate resources to increase conversion rates.
- Increase Demand by Cultivating a Customer Experience Strategy Life sciences and analytical instruments organizations that have developed a compelling customer experience (CX) strategy are 10% more effective at account penetration and new customer acquisition. This study explores how a CX strategy can breed a reputation of delivering a positive experience across every customer touchpoint to generate higher EBITDA margins and a substantial competitive advantage.
- Life Sciences: The Modern Marketing Organization Alexander Group’s latest marketing research effort explores how life sciences and analytical instruments marketing organizations strive to apply innovative B2C marketing best practices in a B2B world. Alexander Group conducted a survey of 100+ life sciences marketing leaders to better understand what marketing priorities and investments they are implementing to take their organizations into the modern era.
- Life Sciences Industry Trends: Strategies | Insights | Metrics As Life Sciences and Analytical Instruments commercial leaders capitalize on near-term growth, they must also evaluate the market trends that will impact progress as they plan for the next three to five years. Industry executives recently provided their perspectives on the two key imperatives they are operating under to accelerate growth and take market share.
- Advanced Practices for Commercial Talent Management Manufacturers and distributors achieve revenue and margin outperformance with a lower proportion of above-market pay compared to other industries. Over 60% of leading firms meet monthly to discuss performance with their commercial teams. What are the best practices for developing a talent management strategy that brings a competitive advantage?
- Commercial Practices to Drive Profitable Growth & Valuation Economic downturn. Unpredictable markets. These are just a few factors that are preventing manufacturing commercial leaders from determining and realizing revenue goals. How can organizations achieve differentiated growth, productivity and efficiency for profitable growth?
- Manufacturing & Distribution Industry Trends Research: Strategies | Insights | Metrics Digital is altering the way customers interact and purchase your offerings. Integrating sales, marketing and service to provide customer value will differentiate your firm, command a premium and deliver sustainable growth. Compare your business processes and performance metrics to your competition to see if you’re hitting the mark.
- Manufacturing & Distribution Productivity Drivers Rising inflation, supply chain constraints and uncertain demand are just a few economic factors that are impacting commercial models. What drivers are manufacturers and distributors investing in to prioritize customer segments, protect margin, and maintain and grow market share?
- Prioritizing Quality Over Quantity: An Analysis of Marketing Demand Generation Performance Leaders in manufacturing and distribution have increased demand generation investments by over 13%. Marketing now accounts for 33% of functional pipeline development. As marketers look to allocate resources between channels and initiatives to increase conversion rates while navigating costs and tracking ROI, how do you determine the best demand gen investment strategies?
- Redefine Excellence Through Customer Experience From executing a customer experience (CX) vision and strategy, deploying the right resources for customer engagement, setting specific CX goals and measurements, and defining the processes and growth plays that drive retention, the study provides insights and metrics for manufacturers and distributors on leading practices for a successful CX program.
- Commercial Practices to Drive Profitable Growth & Valuation Economic downturn. Changing consumer preferences. Unpredictable markets. Media and Consumer Technology organizations are constantly facing headwinds to keep up with the rapid pace of change and grow profitably.
- Commercial Talent Management From workplace flexibility to culture and cohesion, media and consumer technology commercial leaders are focusing on the development of a formal employee experience program. Engaged employees are more likely to be productive, motivated and committed to achieving their goals. Discover the five principles for an effective talent management strategy.
- Create a Compelling Customer Experience Leaders in media and consumer technology integrate customer experience (CX) throughout the organization. They have formal and well-documented programs for CX vision and strategy and use CX as a primary KPI for the business. In this research, commercial leaders shared the resources, responsibilities, processes and tools needed to drive customer conversion, retention and expansion.
- Marketing as a Growth Function: Increasing Demand Generation Performance Outcomes Within the media and consumer technology industry, marketing is deploying more functional contribution and sources to pipeline. In fact, marketing functions are now attributed to generating over 40% of pipeline development. What channel mix, resources and strategies are leaders using to position marketing as a growth function through demand generation performance?
- Media Sales Industry Trends Recent media sales research identified five key areas that media revenue and sales leaders excel in to continue to win in an ever-changing and hyper-competitive sales environment. Insights were captured from 100+ executives across media segments including pure play digital, broadcast, print, radio, out-of-home, ad tech and more to find out what leading organizations are doing to thrive in today’s evolving landscape.
- Channel Partner Go-to-Market Benchmark Study In the ever-changing world of XaaS, evolving channel partner ecosystems have become a necessity to stay competitive and drive growth. 80% of technology leaders are planning to, or have already launched, a major partner program transformation in the last two years. Schedule a briefing to find out what changes technology vendors are considering to increase their channel partner program ROI while also keeping up partner engagement.
- Commercial Practices to Drive Profitable Growth & Valuation The highly dynamic technology industry is constantly changing with new solutions being offered and the sales, service and pricing models that accompany them. Coupled with the recent economic downturn, unpredictable markets and the advent of technology-as-a-service, there is more pressure than ever on technology companies to determine and realize revenue goals.
- Create a Compelling Customer Experience Tech commercial leaders are delivering exceptional customer experience (CX) by evaluating their customer strategy, prioritizing initiatives and investing across the entire customer journey of land, adopt, expand and renew. In this study, technology executives provide insights on how to deliver high-quality CX from pre-purchase to post-purchase interactions to gain a competitive edge.
- Demand Generation & Performance Insights Success in demand generation depends on how well an organization navigates the complexity and costs related to customer acquisition and ROI. Relevant research and metrics within the tech industry can help solve the mystery of how to allocate resources between different marketing channels and initiatives to increase conversion rates. Tech marketing executives recently shared their data, insights and viewpoints on current demand gen performance and investments.
- Upsell and Cross-Sell Best Practices Study Use these valuable insights on developing post-sale revenue models, aligning job roles, expanding support programs and implementing upsell and cross-sell sales compensation practices.
- XaaS Research: Revenue Models and Productivity Explore industry trends, insights and frameworks from top revenue leaders on expansion growth and ILAER models, and recommendations for increasing sales performance and revenue growth in a XaaS environment. How does your firm compare?
- XaaS Sales Compensation Study Alexander Group’s latest research includes actionable insights and benchmarks on topics you can use in your planning efforts. And it has a significant emphasis on incentive compensation with XaaS selling.
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