Revenue Uncovered

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.

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

Ted Grossman and Rachel Parrinello delve into the challenges of transitioning to XaaS models, compensating for enabling services, aligning payouts with goals, and navigating sales technology complexities. They emphasize the importance of aligning pay structures to organizational goals and driving strategic decisions with XaaS sales compensation.

In the medical selling environment, capital equipment vendors traditionally differentiate themselves on product performance and total cost of ownership. Alexander Group Vice President Mike Miller discusses how capital equipment vendors gain account insight by integrating the deployment of field sales and service teams, and how this field approach can deliver results for vendors.   

Rachel Parrinello, Alexander Group Principal, discusses building a best in class sales compensation program. Topics include target compensation, pay mix, pay for performance curves, avoiding caps, excessive payouts, windfall policies, and tying payments to persuasion events.

Alexander Group's Davis Giedt and Andrew Horvath discuss how distributors' go-to-customer models are being affected by recent trends, and what the industry leaders are doing to react to them.

Alexander Group Sales Leaders Sean Ryan and Ted Grossman explore the coverage model changes in tech that are emerging as a result of the movement from perpetual license on-premise solutions towards cloud-based as a service subscription and consumption models.

Gary Tubridy, Sr. VP of Alexander Group, provides a glimpse of the up-coming discussion at the Chief Sales Executive Forum around the role of the Chief Revenue Officer. Based on interviews with some of the panelists, he examines the rationale for adding the CRO position and how CROs can be a catalyst of change for a sales organization.

Sean Ryan and Ted Grossman explore the challenges in the technology industry. One area that is most prominent is the shift from selling to strictly IT buyers to selling to functional buyers (HR, finance, etc) within organizations. One question they hear often is: How can a company take this change into account and help increase revenue growth? Listen now to hear how the Alexander Group and this Technology team can help your business grow. 

This episode discusses the unexpected costs associated with sales rep turnover and how hybrid software companies are transitioning to the cloud. From the Alexander Group's Benchmarking database, the data shows that on average businesses see a 10% drain on net new business due to this turnover. Listen to the conversation to learn how your business can produce better results during this transition and reduce rep turnover.