Revenue Uncovered

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. 

What changes will technology companies make to their sales compensation plan? While most companies made significant changes to last year’s sales compensation plans, what is predicted for this year? Plan changes 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.

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.

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. 

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. 

How do you create better connections with your customers? Alexander Group Partner 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. 

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.

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

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.

Gary Tubridy, senior vice president of Alexander Group, gets a sneak preview into the upcoming keynote address by Chris Klayko, managing director of Google Cloud Americas & Global EDU, and Dave Spencer, chief operating officer of SAP North America, that they will deliver on November 8th at the Chief Sales Executive Annual Forum in Naples, FL about "the next chapter of digital sales and revenue growth".  Technology is rapidly transforming the sales function. Chris and Dave discuss the evolution of the customer buying journey in the digital era and how technology can empower organizations to drive better outcomes.