Revenue Uncovered by Alexander Group

Craig Ackerman, principal of the Alexander Group, shares his perspective on how medical device companies are changing their go-to-customer models to grow revenue streams and market share in a constrained investment environment.

To maximize growth, companies have been diversifying their product portfolios and adding wider new roles. They've also continued to segment opportunities by revenue motion to effectively sell new, innovative solutions while maintaining their core legacy revenue streams.

Craig Ackerman, principal of the Alexander Group, shares his perspective on how healthcare companies are changing their go-to-customer models to grow revenue streams and market share in a constrained investment environment.

To maximize growth, companies have been diversifying their product portfolios and adding wider new roles. They've also continued to segment opportunities by revenue motion to effectively sell new, innovative solutions while maintaining their core legacy revenue streams.

GE Digital is an 125 year old industrial company that is transforming to digital. Gary Tubridy, senior vice president of Alexander Group, interviews Cate Gutowski, vice president commercial digital thread at GE Digital, about her upcoming keynote discussion at the 2017 Chief Sales Executive Annual. In Cate's keynote, she will share how GE transformed the sales organization with new digital technologies, and how the company was able to create great change and make a bigger difference through the mistakes along the way.

GE Digital is an 125 year old industrial company that is transforming to digital. Gary Tubridy, senior vice president of Alexander Group, interviews Cate Gutowski, vice president commercial digital thread at GE Digital, about her upcoming keynote discussion at the 2017 Chief Sales Executive Annual. In Cate's keynote, she will share how GE transformed the sales organization with new digital technologies, and how the company was able to create great change and make a bigger difference through the mistakes along the way.

Ted Grossman and Rachel Parrinello, principals with the Alexander Group, interviewed Dr. Robert Bieshaar of Autodesk to discuss the journey his company has taken to transition to XaaS, as well as sales compensation design challenges and how key sales behavior changes are impacting his role.

David Cichelli of the Alexander Group shares highlights from the 2017 Sales Compensation Hot Topics Survey in Episode 5 with empirical data from 145 sales departments on recent and popular topics regarding sales compensation. Download the full executive summary from the survey to learn more. 

Gary Tubridy, senior vice president of Alexander Group, interviews Joe Robinson of Philips Healthcare about his upcoming keynote discussion at the 2017 Chief Sales Executive Annual. Explore how Philips is now re-shaping culture, building a solution-centric organization, developing talent, and aligning internal processes WITH A FOCUS ON SEAMLESS CARE.

Gary Tubridy, senior vice president of Alexander Group, interviews Joe Robinson of Philips Healthcare about his upcoming keynote discussion at the 2017 Chief Sales Executive Annual. Joe speaks about his experience leading fundamental changes needed to implement a winning “go-to-customer” strategy in a complex organization. Explore how Philips is now re-shaping culture, building a solution-centric organization, developing talent, and aligning internal processes WITH A FOCUS ON SEAMLESS CARE. 

Mike Burnett of the Alexander Group discusses a common challenge among healthcare manufacturers - how to effectively drive sales across diverse and growing product portfolios.

Manufacturing and distribution companies share a symbiotic relationship in how they attract and support customers. One topic that's gaining traction is around spec sales. Matthew Rosenthal interviewed John Drosos and Andrew Horvath of the Alexander Group to get their perspectives on spec sales in manufacturing and distribution.