Revenue Uncovered cover image

Revenue Uncovered

Latest episodes

undefined
Jul 12, 2022 • 11min

Life Sciences Industry Trends - Customer Centricity

Companies are still recovering from the pandemic, but they are not forgetting the lessons learned in the last two years. Companies have shifted their mindset quite a bit from a more siloed, product-centric approach to customer-centric. Life Sciences and Analytical Instruments practice leaders, Arshad Carim and Raj Sharan share some examples and trends on customer centricity and what Alexander Group is seeing in the latest research and client work.
undefined
Jun 22, 2022 • 11min

Life Sciences Industry Trends - The Digital Journey

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?
undefined
Dec 20, 2021 • 11min

Business Services Go-to-Market Trends and Mandates: Sales 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 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.
undefined
Dec 20, 2021 • 10min

Business Services Go-to-Market Trends and Mandates: Sales Coverage

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.
undefined
Dec 20, 2021 • 9min

Business Services Go-to-Market Trends and Mandates: Sizing the Prize

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.
undefined
Dec 10, 2021 • 6min

Business Services Go-to-Market Trends and Mandates

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. Update customer segmentation and realign revenue motions by use case Prioritize recurring revenue models via strong retention and expansion sales motions Optimize mix of Account Managers, overlay specialists and client delivery resources Accelerate the development and deployment of your digital revenue organization 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.
undefined
Nov 3, 2021 • 5min

Life Sciences Industry Trends – Catalysts for Commercial Change

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.
undefined
Oct 12, 2021 • 10min

Healthcare - Episode 4: Physicians Survey Findings and Roundtable Recap

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.
undefined
Oct 7, 2021 • 15min

How Data Is Changing Revenue Growth with Biren Fondekar of NetApp

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.
undefined
Aug 3, 2021 • 17min

The Digital Revenue Organization – What Is It and How to Get Started?

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.

The AI-powered Podcast Player

Save insights by tapping your headphones, chat with episodes, discover the best highlights - and more!
App store bannerPlay store banner
Get the app