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.

Alexander Group's Revenue Growth Model Podcast

Healthcare - Episode 9: Physicians Survey Findings and Roundtable Recap

Join Biren Fondekar, Head of Customer Experience and Digital Strategy at NetApp, and Matt Greenstein, Principal and Digital Practice leader 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.

Digital - Episode 5: The Digital Revenue Organization – How Data Is Changing Revenue Growth

Join Tiffani Bova, Global Customer Growth and Innovation Evangelist, Salesforce.com, and Matt Greenstein, Principal and Digital Practice leader, 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.

Executive Events - Episode 14: The Digital Revenue Organization

Changing customer preferences and the evolution of the workplace are leading to a new era defined by the end of ownership and a significant rise in subscription-based services. As the strategic shift to subscription-based models continues to accelerate, there is an immense opportunity for companies to foster tangible business outcomes, anticipate customers’ needs and build stronger and longer-term relationships that can be renewed again and again, while generating recurring revenues and fostering increased customer loyalty.  Using learnings and examples from his experience driving HP’s ongoing transformation to a subscription-based business, Christoph Schell, CCO of HP will offer strategies and best practices to help companies succeed in the subscription economy in his upcoming keynote presentation at the Operations Forum. This is a sneak peek of that presentation with Gary Tubridy, SVP of Alexander Group. 

Executive Events - Episode 13: The Subscription Economy

More Changes Ahead What changes will technology companies make to their 2021 sales compensation plan? While most companies made significant changes to FY20 sales compensation plans, what is predicted for 2021? Plan changes in FY21 will be higher than ever. There are several “Big Rocks,” or hot topics, that we’ve seen across the tech industry that we have split into three categories to help explain our predictions. 

Technology - Episode 6: Sales Compensation Predictions

When it comes to growing revenue, churn plays a critical role in XaaS and subscription-based businesses. Watch the discussion between Tim Willey, SVP of commercial strategy and operations at ForgeRock, and Ted Grossman, principal and Technology practice lead, to discover their insights into growing revenue through effectively evaluating churn. The conversation stems from a recent guest article Tim wrote for Alexander Group highlighting his 10 Rules for Calculating Churn.

Technology - Episode 5: Growing Revenue Through Effectively Evaluating Churn

The pandemic has forced dramatic change into so many aspects of business, and certainly into revenue leadership. As a new CEO, Bruce Dahlgren shares his thoughts on organizing and leading the revenue function during the pandemic and positioning for the post-pandemic world. Through his 3+ decade career from VP to CEO, Bruce has created techniques to effectively navigate a revenue-focused career. This is a preview of his roundtable session at the Executive Forum on November 19 and his keynote panel session on The Journey of Revenue Leaders to the C-Suite. 

Executive Events - Episode 12: Techniques in Navigating Revenue Leadership Careers

Rajat Mishra, SVP of CX strategy, portfolio and partners at Cisco, shared what his company is doing to drive the customer experience in a customer-centric landscape. This preview of his Executive Forum Keynote revealed some insights on how Cisco is harmonizing sales and service to transform the customer journey and deliver the results that matter most to customers. 

Executive Events - Episode 11: Transform to a Customer-Centric World

How do you create better connects with your customers? Alexander Group Principal Kyle Uebelhor shares insights on just how crucial it is for manufacturers to enhance their end-user experience. If you are looking to build a better customer experience, follow these steps. 

Manufacturing - Episode 9: Creating Better Connections With Customers

Tim Meuschke and Yang Liu from the Alexander Group attended the 2019 Consumer Electronic Show. This is a highlight of what they learned and how those insights can affect our clients. 

Media - Episode 7: Highlights from the Consumer Electronics Show

Gary Tubridy, SVP of the Alexander Group, brings the preliminary highlights from the digital summit series.  With insights from over 35 senior revenue leaders, Gary discusses the guidelines that an executive uses to consider all major initiatives, including digital, in three areas: What is it that you are trying to do? Why does this matter? What should be done about it? 

Executive Events - Episode 10: Highlights from the Digital Summits

Gary Tubridy, senior vice president of Alexander Group, gets a sneak preview into the upcoming keynote address by Warren Stone, senior vice president of Research and Applied Solutions of North America for MilliporeSigma, that he will deliver on November 8th at the Chief Sales Executive Annual Forum in Naples, FL. Digital technologies and the internet have driven a totally different buying process from a customer perspective. Warren speaks about how companies have to adapt. First, you must understand the new buying process. Then, adjust your selling process in accordance with that buying process.

Executive Events - Episode 9 (FULL): From Sales to Revenue: New Motions Needed

Executive Events - Episode 9: From Sales to Revenue: New Motions Needed

Mike Burnett and Mike White of the Alexander Group’s Medical practice discuss how to translate your revenue growth strategy into an actionable commercial plan.   

Medical - Episode 8: Annual Planning Process for Medical Companies

Davis Giedt of the Alexander Group and Remen Okoruwa, co-founder of StatusQuota, discuss how to uncover and capitalize on the best revenue opportunities through revenue segments. Gaining a better understanding of your revenue segments is crucial to improving your go-to-customer model. At the core of it, uncovering and scoring revenue opportunities involves gaining a deeper understanding who your best customers are and capitalizing on those opportunities.

Sales Analytics - Episode 8: Uncover Revenue Opportunities through Revenue Segments

The Alexander Group's Revenue Growth Model Podcast shares the AGI point of view and expertise from our thought leaders, as well as insights from our executive events. AGI's Revenue Growth Model will help your company create a sales organization that is not easily copied by competitors. Your sales and support teams will be equipped to deliver value in a way that will differentiate your products and services, command a premium and deliver profitable growth. If you enjoy what you hear, learn more about the Alexander Group at www.alexandergroup.com.

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Alexander Group's Revenue Growth Model Podcast

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