Category: case-studies

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 & 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 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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Case Studies

Telco Leverages Data to Increase Sales
A telecommunications company wanted to identify specific companies, target vertical markets, and quantify sales by account and territory.

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Case Studies

Fast Growth Cloud Company Reigns in Sales Job and Comp Plan Proliferation
This company experienced rapid growth and faced assigning a few pre-existing job titles to new hires even if it didn’t match the position.

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Case Studies

Software Company Victim of Own Success: Overhauls Sales Comp Program
A software company suffered from undefined comp design parameters and guidelines that led to an unmanageable number of sales comp plans.

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Case Studies

Manufacturer Increases Selling Productivity and Account Coverage with Inside Sales
A manufacturer of household goods needed to restructure the sales force and reduce sales expenses overall.

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Case Studies

Building Material Manufacturer Transforms Sales Coverage Model
A sales model assessment helped this company's sales organization evolve to become a competitive advantage.

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Case Studies

Health Plan Provider Designs New Coverage Model
An individual and small group health insurance provider was missing growth opportunities in new markets and needed a new coverage model.

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Case Studies

Health Plan Provider Uncovers Opportunities to Increase Productivity
The company needed to assess the sales organization’s current practices to determine its efficiency and effectiveness.

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Case Studies

Biotechnology Company Evaluates Role Design and Optimal Sizing for KOLM
While preparing for a product launch, the Key Opinion Leader Managers needed to validate critical activities and review sizing alternatives.

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Case Studies

Software Company Creates a Globally Consistent Sales Comp Program
With a high sales expense to revenue ratio and missed revenue targets, this company needed to improve productivity and cut costs.

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Case Studies

Internet Service Provider Improves its Sales Comp Program
This internet service company sought guidance from AGI to help evaluate and improve their sales compensation programs.

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Case Studies

Software Company Overhauls Partner Incentives and Doubles New Business
This company's ineffective channel incentive program did not support the company’s strategic growth objectives and wasn't financially viable.

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Case Studies

Redesigned Sales Coverage Model Helps Med Device Company Improve Sales
Senior leadership needed to drive account penetration and reduce costs with a new product focus, coverage plan and comp program.

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Case Studies

Network Security Solutions Provider Redesigns Quota Allocation Methodology
This company wanted to improve individual sales goals that better align with market opportunity, and improve goal attainment across markets.

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Case Studies

Orthopedic Device Company Uses Go-To-Market Strategy for New Product Launch
Sales and marketing leaders sought attainable market potential at product launch and develop a detailed launch strategy.

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Case Studies

Medical Device Company Restructures Sales Coverage Model to Drive Productivity
With five sales forces calling on the same account, sales pursuits were uncoordinated and cross-selling was limited, resulting in poor sales growth.

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Case Studies

Medical Device Company Implements Sales Playbooks for New Selling Model
Sales leaders' new program, optimizing the collaboration of roles in the account selling cycle, needed to be implemented and supported.

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Case Studies

Diagnostic Company Builds Strategic Account Management Program
This best-in-class program accelerated growth through account targeting, sales team coordination and sales effectiveness.

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Case Studies

Global Technology Provider Faces Sales Strategy and Execution Challenges
In addition to refining job design, the comp and quota programs had to be corrected to drive the right behavior and focus on growth opportunity.

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Case Studies

Building Supply Company Uses Sales Playbooks for Roadmap to Success
For the new sales role, leadership wanted a playbook that would give sales reps targeted, relevant tools and content for immediate results.

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Case Studies

Private Equity Firm Transforms the Sales Organization
The company sought an assessment of its sales function and transformation to become a world-class sales organization.

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Case Studies

Private Equity Firm Identifies Improvement Opportunities at Portfolio Company
The leaders sought for change in the sales model and develop/ implement “quick hit” uplift opportunities to renew the company.

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Case Studies

Rapidly Growing Social Media Company Realigns Sales Compensation Plan
This company evolved its strategy but not changes in sales comp plans which were misaligned with the current business objectives.

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Case Studies

Life Sciences Company Improves Sales Productivity
A large life sciences company's goal was to uncover opportunities for coverage improvements and efficiency within sales models.

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Case Studies

Cloud-based Solution Provider Redesigns Sales Compensation Plan
With an evolving sales structure to increase eligible roles, a redesign of comp plans to support a go-to-market strategy was needed.

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Case Studies

Targeted Customer Segmentation Improves Sales and Marketing ROI
Quest Software needed better insight into their customer base to make better decisions on which marketing avenue yields the best ROI.

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