Framework for Future State Design
A global software firm was in the process of shifting from a perpetual license model to a subscription-based revenue model. If that wasn’t enough, the rapid growth of the previous five-plus years was causing growing pains. Several updates to sales process and roles were sorely needed.
The Alexander Group leveraged the Revenue Growth Model framework to transform the current sales model. The engagement focused on 3 key focus areas:
- Sales Strategy
- Sales Structure