Revenue Uncovered

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.

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.