Revenue Uncovered

Raj Sharan and Kevan Savage of the Alexander Group share insights from a recent client where we helped redesign their marketing organization. The client was able to deploy the new model to show more accountability and attribution to the marketing team and how they impact revenue.

Tray Chamberlin and Ann Marie Verhamme of the Alexander Group discuss the latest trends and commercial model implications in the digital health space based on recent research, events and client work.

Sean Higgins and Kevan Savage of Alexander Group share new and contemporary ways organizations are modernizing their marketing teams, including segmentation and targeting metrics, KPIs and investments in channels. This topic is top of mind for many companies who are battling for market share.

Mike White and Doug Beveridge of the Alexander Group's Healthcare practice discuss how the competitive landscape in the medtech industry is changing. The pandemic, supply chain shortages, inflation and nursing staff shortages are some of the factors causing this shift. According to a recent provider briefing, 43% of healthcare providers are using alternative vendors due to medical device shortages and 31% plan to continue doing so in the long term. How can medical device companies navigate this challenge as they plan for the future?

Mike White and Elizabeth Watson of the Alexander Group's Healthcare practice discuss the modern marketing strategies in the medtech space, and particularly as it relates to outpatient versus the acute space. In a recent study conducted by the Alexander Group, we saw that providers are projecting Ambulatory Surgery Centers' (ASCs) value to increase to about 21% of total procedures from the current 17%. So, that's a 20% increase in ASC procedure projections into the future. We also know that as hospitals are continuing to deal with capacity constraints due to staffing shortages and other factors, outpatient is the number one priority around how they're addressing capacity constraints or investing in expanding outpatient capabilities. What does that mean for medtech companies?

Mike White and Craig Ackerman of the Alexander Group's Healthcare practice discuss how the healthcare industry is getting back to normal in 2023 and beyond. 2022 was a year of talent retention, supply shortages and the continued pandemic. 2023 is expected to normalize and move back to predictable operating environments. Visit the Healthcare practice or contact Alexander Group to learn more.

Dave Eddleman and Mike Burnett, principals at Alexander Group, share four sales predictions for Business Services in 2023. These predictions stem from challenges Alexander Group is seeing from our research and client work. A softening of markets for HR and talent solution providers Increased demand for business process outsourcing and general outsourcing Continuation of digital transformation The official death of the field representative due to the hybrid and field remote sales model Visit the Business Services practice or contact Alexander Group to learn more.

Sean Higgins and Raj Sharan of the Alexander Group shared in the previous episode how companies are making a lot of investments in the specialization layer, and that has led to a decrease in efficiency, leading to an increase in cost. Why is that? Why are companies making investments in the specialization layer? Sean and Raj use the recent Life Sciences Study findings to answer those questions.

Sean Higgins and Raj Sharan of the Alexander Group share an overview of Alexander Group's latest life sciences study. This episode includes overall industry trends, marketing and role specialization, or where organizations are placing bets within their commercial models.

Dave Eddleman, principal at Alexander Group, shares three sales predictions and a go-to-customer model for the banking industry in 2023. These predictions stem from challenges Alexander Group is seeing from our research and client work. More investment in sales enablement or revenue operations. More client acquisition investment, a new job role definition How much selling in financial services is going to be virtual Visit the Financial Services practices or contact Alexander Group to learn more.