Revenue Uncovered by Alexander Group

Listen to Arshad Carim and Sean Higgins of the Alexander Group as they share the latest research on digital and what Life Sciences companies are doing in terms of a maturity model.

What steps are companies taking? How has digital evolved in the past few years? What are some key roles and initiatives companies are investing in as it relates to digital?

Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis.

In this podcast episode, hear from Dave Eddleman discusses how the growth phase of your organization impacts sales compensation design and the importance of ensuring that GTM elements are in place and stable before jumping to motivate sales through compensation.

Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis.

In this podcast episode, hear from Mike Burnett, principal at Alexander Group, on the latest trends in sales coverage, as well as a high-level approach to designing sales coverage models.

Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis.

In this podcast episode, hear from Dave Eddleman, principal at Alexander Group, on how to determine your total addressable market by using opportunity modeling to increase market share.

Business services is facing growing pressure to evolve. Acceleration of technology and digital platforms, new competitors, and new offerings, acquisitions and revenue models are causing an identity crisis.

In this podcast episode, hear from Mike Burnett and Dave Eddleman, principals at the Alexander Group, on what the new Business Services practice can provide for your company, as well as the top five mandates that your organization should follow.

1. Update customer segmentation and realign revenue motions by use case
2. Prioritize recurring revenue models via strong retention and expansion sales motions
3. Optimize mix of Account Managers, overlay specialists and client delivery resources
4. Accelerate the development and deployment of your digital revenue organization
5. Realign quota and sales compensation to better reflect a changing and more competitive sales talent pool

Visit the Business Services practice or contact Alexander Group to learn more.

The industry is experiencing unprecedented investment and growth. Capacity and access to raw materials have superseded R&D and sales as immediate growth levers. As a result, commercial leaders are adjusting their priorities.

Explore the top trends to ensure your commercial strategies, structure and management processes position you for success in 2022.

Life Science companies have been talking a lot about their 2022 commercial priorities and the industry trends that have caused some of those priorities to shift as they think about the coming year.

Life Sciences and Analytical Instruments practice leaders, Arshad Carim and Raj Sharan discuss these catalysts for change and the top priorities commercial leaders are now focusing on as they head into 2022.

The Alexander Group Healthcare Go-to-Customer Research: Physicians Survey Findings include input from 100 participants from private practice, ambulatory surgery centers and hospital settings.

With third-party vendor in-person access limited in healthcare facilities, many physicians still prefer to interact virtually with their suppliers.

Alexander Group's research also found that healthcare organizations will need to adjust to commercial challenges beyond changing physician expectations. These challenges include supply chain disruptions that are resulting in significant backorder issues and increased costs, and larger-than-usual staff turnover within healthcare suppliers, with increasing pay expectations.

Join Biren Fondekar, Head of Customer Experience and Digital Strategy at NetApp, and Matt Greenstein, principal at Alexander Group, as they discuss the digital revenue organization and how the use of data is changing the way organizations, like NetApp, are growing revenue.

Join Tiffani Bova, Global Customer Growth and Innovation Evangelist, Salesforce.com, and Matt Greenstein, principal at Alexander Group, as they discuss what makes the modern marketing, sales, and service organization "digital."

Explore how digital fundamentally changes B2B revenue growth. Gain insight into guiding principles and practical tips as you scope and bring to life your Digital Revenue Organization.

Download Alexander Group's whitepaper The Digital Revenue Organization to learn how technology is creating a fundamental shift in how organizations grow revenue.