Category: case-studies

Case Studies

XaaS Buyer Journey Through ILAER Sales Process
A high tech company needed to better understand how to cover the entire customer lifecycle, not just at the initial sale. AGI created a new view of the buyer journey and coverage design to meet the “new” buyer requirements.

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Case Studies

B2B2C Sales Organization Transformation Assessment and Blueprint
A global manufacturing and retail company's complex B2B2C sales model did not have a sales enablement function to support sales strategy and execution.

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Case Studies

Distributor Sales Compensation Design Optimization
A petroleum and lubricants distributor required an assessment and cleanup of its current sales roles to focus on selling across the portfolio.

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Case Studies

Global Compensation Design Framework to Drive Consistency
A company required guidance and expertise on how to best manage the evolution of customer-facing roles toward an ILAER model to drive growth and productivity while minimizing cost.

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Case Studies

Opportunity Segmentation and Sales Compensation for Tech Company
Coverage and sales comp plans at a global network security firm did not align with the growth objectives. AGI analyzed the market data to develop an opportunity model and segment current and prospect accounts.

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Case Studies

Pillar Assessment and Roadmap for Change
A distributor was falling short of sales targets. The company desired to understand the root causes of underperformance across sales teams and identify the highest priority areas for future investment.

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Case Studies

Gaps Revealed Through Post-Acquisition Sales Effectiveness Assessment
Growth through acquisitions had benefited the top line of a media entertainment and technology company, but hindered the development of the sales culture. AGI identified the gaps within their sales strategy, structure and management.

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Case Studies

US Assessment to Improve Channel Partner Program
A U.S. fire alarm system manufacturer was looking to re-evaluate their coverage model and approach to partner management. They needed a consistent way to assess partner relationships and channel compatibility with the company.

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Case Studies

Sales Compensation Plan Evolves to Match Strategic Shift
A hybrid software company needed to maintain seller focus towards perpetual offerings while increasing focus on subscription. The development of a pilot rollout strategy to test sales compensation plans in select markets was also a high priority.

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Case Studies

Sales Compensation Assessment and Design to Support Shift in Sales Force
A medical device company’s sales comp plans were complex and allowed incumbents to “shop the plan” due to multiple measures. They needed to ensure a strong pay-for-performance alignment and simple sales comp plan designs.

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Case Studies

Newly Aligned Sales Compensation Program to Promote Strategic Growth
The growth of a large pure play digital publisher had been flat and their sales comp program had not evolved. The client required the development of a new sales compensation program that aligned to future-state strategy.

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Case Studies

Go-To-Customer Strategy Redesign
The go-to-customer strategy for a leader in content delivery network services was not effectively delivering on revenue growth objectives and needed updates on coverage, role evolutions, job profiles and sales compensation abstracts.

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Case Studies

Sales Operations Optimization and Roadmaps Enable Sales Growth Initiatives
To enable sales growth, an industrial manufacturing company needed restructuring of their sales teams, a clear center of excellence structure and rules of engagement between divisions.

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Case Studies

Detailed Transformation Plan to Align With New Sales Philosophy
A leading electrical components distributor sought guidance to create a sales strategy that would promote strategic consistency across regions and acquisitions.

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Case Studies

Alliance Partner Program Assessment and Recommendations
The alliance partner organization of an HR software and services firm had grown in size and expanded the type of partners, but needed a roadmap and improved strategy for unified partnership.

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Case Studies

Software Firm Benchmarking Guides Migration to Subscription-Based License Model
A private equity-owned global software firm was in the process of migrating from an on-premise, perpetual license model to a subscription-based revenue model, and needed to recalibrate their sales strategy, structure and management to support a successful migration.

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Case Studies

Health Insurer Benchmark Comparison Motivates Sales Compensation Redesign
Health insurance carrier struggled to motivate sellers or drive cross-selling. They implemented AGI's two-year roadmap to clarify and simplify sales compensation, and better drive cross-selling behavior.

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Case Studies

Partner Program Optimization for High-Tech Manufacturer
A high-tech manufacturer is now executing a roadmap providing a pathway to build partner programs to accelerate growth for the vendor and its partner ecosystem.

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Case Studies

Redesigned Global Sales Compensation for Expanding Ad-Tech Firm
The sales comp program at an ad-tech company needed updating to match market competitive practices. AGI conducted more than field interviews, analyzed pay and performance, and surveyed sales employees globally to determine the perception of the sales comp plans. 

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Case Studies

Technology Company Benchmarking Drives Coverage Alignment and Creates New Selling Opportunities
The software division of a high tech company was struggling to attract new accounts and expand existing accounts. They hired AGI to assess its salesforce against peers in the software industry on productivity, costs and deployment.

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Case Studies

Ad Tech Company Gets Global Sales Compensation Plan Redesign
An ad technology company needed to align sales compensation plans to new customer model roles, provide market competitive pay curves, and reward both quarterly and year over year growth.

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Case Studies

Sales Compensation Cost Model Not Meeting Internet Company’s Needs
This internet services company needed to update their cost model to accommodate all their new fiscal year sales compensation plan designs.

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Case Studies

Improved Accelerator Rates for Internet Services Company
A Fortune 100 internet services company needed to create a global, market competitive and sustainable accelerator framework, and develop useful communication materials.

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Case Studies

Media Company Compares Benchmarks to Drive Sales Compensation Redesign
By comparing to market and best practices, the company found significant opportunities to better align their resources to strategic opportunities.

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Case Studies

High-End Media Company Transforms Entire Sales Force to Meet Changing Customer Needs
A high-end media company realized it needed to evolve when it was no longer able to solely rely on long-standing premium brand offerings to keep up with changing customer behaviors and increasing competition.

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Case Studies

EMEA Sales Force Preparation for Launch
A medical device company had just received core product approval for reimbursement in Germany. The company needed to rapidly align their newly purchased distribution company with their own revenue growth strategy to capture the window of growth opportunity.

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Case Studies

Redesigning European Sales Compensation Plans to Drive Growth
Buyer behaviors were changing for the Dutch division of a global online advertiser and the current transactional sales focus wasn’t keeping up with an evolving marketplace, with buyers seeking longer-term contracts.

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Case Studies

Market Analysis and Sales Model Considerations
A London-based cloud software company engaged AGI to understand the market opportunity and considerations for sales force expansion into Germany.

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Case Studies

A UK-Based Media Company Transforms to Consultative Selling
To drive growth, a London-based media company needed to change selling behavior to drive more profitable, longer-term contracts. The sales force required a new approach to account targeting, territories, quotas and sales compensation.

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Case Studies

Sizing Methodology and Sales Associate Program Increase Retention and Revenue Growth
To drive growth, a London-based media company needed to change selling behavior to drive more profitable, longer-term contracts. The sales force required a new approach to account targeting, territories, quotas and sales compensation.

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Case Studies

Successful Launch of a New Solution Offering and Implementation of Go-To-Market Programs
This company’s redesigned sales organization and go-to market (GTM) model was not adequate. The company fully implemented nine programs that were created by AGI which helped drive quarter-over-quarter growth.

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Case Studies

Established Consistent Sales Leadership Expectations with Playbook Development
A global energy management company’s FLSM activities were not clearly defined, leading to ad-hoc management styles with inconsistent outcomes. AGI did an assessment and created a sales leadership playbook.

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Case Studies

Integrated Media Company Sales Transformation
One of the largest traditional media companies noticed their sales reps were focused on “comfort zone” product pushing versus the customer’s needs or the upsell. AGI led a complete sales transformation of strategy, structure and management.

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Case Studies

High Growth Company Gets New Hire Onboarding Upgrade
A Life Science company desired a scalable best-in-class new hire onboarding program for its sales organization. AGI applied its comprehensive sales onboarding framework to develop detailed and actionable manager and rep playbooks.

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Case Studies

Single Point-of-Reference for Sales Excellence
A PE-owned software company needed tools for their sellers to successfully execute their newly assigned account development and management responsibilities. AGI created a playbook with embedded sales rep productivity tools.

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Case Studies

Global Sales Assessment and Roadmap
A European tech manufacturer hired AGI to conduct a comprehensive global assessment and develop a roadmap to bring the sales organization up to market and best practice.

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Case Studies

Talent and Enablement Upgrades Lead to Better Sales Execution
A medical device company had recent changes to their go-to-market strategy which required corresponding upgrades to sales structure and supervision. AGI created several tools and playbooks to assist the company.

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Case Studies

A Well-Defined Sales Process and Leadership Coaching Playbook Creates Job Role Clarity and Drives Growth
This global manufacturing company had no common approach for people management. With the guidance of AGI, they created job role clarity and clarified the role of FLSM through creation of a coaching playbook.

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Case Studies

Private Equity Portfolio Expansion Requires Changes Beyond Sales Compensation
A private equity backed pension management firm was expanding their financial product portfolio. After realizing that the adjustments made to the sales comp plans were not driving required behavior, the company engaged AGI.

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Case Studies

Distributor Calls for Sales Compensation Program Design for Showroom Business
With the Alexander Group’s help, the distributor redesigned the sales compensation plan and salary tiers to curb runaway pay growth.

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Case Studies

Full Sales Transformation Design and Implementation for Distributor
The distributor needed a more effective and efficient go-to-customer model to expand their coverage and to increase productivity.

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Case Studies

New SPIF Governance for Distributor Design to Achieve Company Goals
The company needed to simplify its sales compensation program (including vendor SPIFs) to alleviate the administrative burden and regain control of its sales force from vendors.

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Case Studies

A Software Company Looks at Benchmarks to Understand Reasons Behind Rep Turnover
A software company was experiencing sales rep turnover at almost twice the industry benchmark rate. Sales management hired AGI to determine the cause of the issue and recommend solutions.

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Case Studies

Quota Methodology and Process Redesign for Future Quota Allocation
An information services company had no firm methodology for quota allocation. AGI created a framework and built a dynamic model for future quota allocation.

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Case Studies

Pharmaceutical Industry Leader Optimizes Resource Allocation with Right-Size Salesforce
A pharma medical device innovator severely underpenetrated the market with competitors looking to join and steal market share, so the Alexander Group designed and developed the sizing methodology approach model.

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Case Studies

Changing Global Markets Require Change in Strategy
‭Due to a shift in the economic environment and associated buying behaviors, this global industrial manufacturer sought the help of AGI to identify target opportunities and create new route to customer models.

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Case Studies

New Job Roles, Sizing and Deployment Drive Focus for Distributor
A global automotive parts distributor with a legacy sales structure was experiencing stagnant growth. Lack of clarity in job roles and strategic focus, as well as inequitable territories were limiting sales growth.

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Case Studies

Benchmarking Analysis Uncovers Revenue Uplift Opportunities for Software Company
This software company asked the Alexander Group to identify key inhibitors to sales growth and assess its salesforce function and effectiveness. Read more about the AGI assessment and the success it created for this company.

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Case Studies

Industrial Distribution Design Guide Development for Manufacturer
A global industrial manufacturing company needed an improved sales model with focused incentives and rewards. AGI developed a step-by-step guide on how to design a complete industrial distribution program.

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Case Studies

Due Diligence for Private Equity Investment in High Growth Business
A PE firm, looking to add a high growth enterprise business to their portfolio, needed to answer, “can this company continue to scale at the pace it is presenting?”

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Case Studies

Quota Allocation Process Redesign for a Top Cybersecurity Solutions Provider
With the assistance of AGI, this high tech software company implemented a Modified Fair Share methodology that reallocated individual quotas to align with opportunity and increase overall allocated quota.

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Case Studies

Financial Service Industry Solutions Provider Implemented New Quota Allocation Redesign
After interviews and assessments, AGI recommended this solutions provider in the financial services industry to implement a modified fair-share methodology to fully allocate their 2015 goals.

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Case Studies

A Sales Compensation Approach for a Media Company in Transition
An integrated media firm in Europe it could increase revenue through improved cross-selling of print and digital solutions.

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Case Studies

Creating Equitable Sales Territories for Business Software and Services Company
This $230 million/year business software and services company was in need of new opportunity sizing and territory alignment. After assessing the company’s needs, a TAM model was built to determine segment breakpoints.

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Case Studies

Software Company Grows Up, Invests in Sales
This mid-market learning management software company suffered from underinvesting in sales for several years.

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Case Studies

Private Equity Owned Company – Sales Assessment and Transformation Roadmap
This tech company lacked a value proposition for its new market, and attempted to sell into both markets with a generalist sales force and failed in each market. AGI conducted a comprehensive assessment and identified multiple initiatives to help the sales organization hit growth goals.

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Case Studies

Medical Device Company Sales Force Relaunch and Sales Compensation Restructure
This medical device company decided to relaunch their sales force after reviewing the market, competitors and buyer behavior. AGI delivered an in-depth revenue, cost and productivity analysis to help both management and sellers succeed.

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Case Studies

Full Sales Model Redesign Drives Growth for Cloud Host Provider
The Alexander Group conducted a full eight-pillar assessment. After the review, AGI worked with this leading host provider to design and implement a new sales model with their team of sales leaders to stay competitive in the cloud market.

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Case Studies

Regional Health Plan Uses New Comp Plan Design to Drive Net-New Sales
A regional health plan provider struggled with competition from national plans, while trying to maintain market share and grow sales.

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Case Studies

High-Tech Cloud Company Uses Design Goalposts for Comp Plan Consistency
A high-tech cloud company was experiencing fast growth. As a result, updates to job definitions, guidelines and sales compensation parameters were not keeping up as the company continued to add new sales teams.

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