Alexander Group's Revenue Growth Model Podcast

Will you make changes for better growth in the new year? See how your company is aligned.  Alexander Group Principals Kyle Uebelhor, Andrew Horvath and Arshad Carim share their top five predictions for manufacturing and distribution organizations in 2025. 

Profitable growth companies have 12% higher net revenue retention than their peers. Better customer data allowing companies to predict churn, which can drive churn rates below 10%. Renewals are the conduit to profitable revenue growth. Alexander Group sees the leaky bucket syndrome, where companies have a lot of new bookings, but the revenue growth they see is not where they expect it to be because they have a churn problem. Luke Mraz and Elena Ryan of the Alexander Group share the latest trends and best practices from our recent research on renewals for XaaS organizations.

Mitch Edwards and Ann Marie Verhamme from the Alexander Group discuss the benefits of Revenue Operations from our recent research findings.  In a recent survey of revenue executives, about 61% are either in the process of completing or are actively piloting multiple AI use cases. But with so many opportunities, where are executives focusing their efforts and investments? Learn four emerging themes from the RevOps research and growth plays that high-performing organizations use to achieve commercial excellence with their go-to-market strategy.  

As AI continues to evolve, its impact on sales processes and strategies is becoming more evident. Kevan Savage of Alexander Group is joined by Armin Kakas from Revology Analytics to share insights on how AI is utilized in the Marketing function. 

As AI continues to evolve, its impact on sales processes and strategies is becoming more evident. Davis Giedt and Mitch Edwards of Alexander Group are joined by Armin Kakas from Revology Analytics to share insights on how AI is utilized in commercial organizations and predictions for its future developments.  

Alexander Group Principals Kyle Uebelhor, Arshad Carim and Andrew Horvath share insights and seven bold 2024 predictions for the manufacturing and distribution industry. See how these predictions align with your organization's goals. Any that might need to added to your strategy?

Mike Burnett of the Alexander Group interviews Jessica Studholme of Bustle Digital Group on her best practices for employee experience, improving talent architecture, developing strategic talent architecture, sales compensation plans, and coaching and recognition programs. 

Gary Tubridy, principal at the Alexander Group, spoke with Angie Volk, the U.S. vice president of sales for medical solutions at 3M Healthcare, to discuss the practices of leaders and companies that display characteristics of enduring leadership. Angie shares what it means for 3M to be an enduring leadership company through its mission, culture, employees and customers. She also explains how she continues to be an enduring leader within her team.

Dave Eddleman and Daniel Kravitz of the Alexander Group share insights on the market changes in the financial industry based on key learnings from project findings and research.  Learn what financial organizations are forecasting and how they are preparing for the short and long term outlooks. 

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 Business Services and Financial Services practices or contact Alexander Group to learn more.

John Drosos, principal at Alexander Group, shares three sales predictions for the financial services industry in 2023. These predictions stem from challenges Alexander Group is seeing from our research and client work. Tech is going to continue to drive growth and disruption—get on board Invest in insurance—prepare for channel shifts Get the talent that you've been looking for—skills to sell advanced solutions, services and new technologies

Alexander Group Principals Igor Uroic and Quang Do join host Matt Bartels to discuss the 2023 go-to-market strategic priorities for media and tech industries. Four areas of focus include profitability, productivity, process and people. 

Five bold predictions for 2023 Alexander Group Principals Kyle Uebelhor, Arshad Carim and Andrew Horvath share insights and 2023 predictions for the manufacturing and distribution industry. 

Listen to Sean Higgins and Raj Sharan of the Alexander Group as they share the latest research on finding and retaining talent in the Life Sciences industry.

Listen to Arshad Carim and Raj Sharan of the Alexander Group as they share the latest research on customer centricity in the Life Sciences industry.

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?

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.

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.

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.

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.

The industry is experiencing unprecedented investment and growth. Capacity and access to raw materials have superseded R&D and sales as immediate growth levers. As a result, commercial leaders are adjusting their priorities. Explore the top trends to ensure your commercial strategies, structure and management processes position you for success in 2022.

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.

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.

Join Biren Fondekar, Head of Customer Experience and Digital Strategy at NetApp, and Matt Greenstein, Principal and Digital Practice leader 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.

Join Tiffani Bova, Global Customer Growth and Innovation Evangelist, Salesforce.com, and Matt Greenstein, Principal and Digital Practice leader, 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.

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. 

More Changes Ahead What changes will technology companies make to their 2021 sales compensation plan? While most companies made significant changes to FY20 sales compensation plans, what is predicted for 2021? Plan changes in FY21 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 connects with your customers? Alexander Group Principal 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. 

Tim Meuschke and Yang Liu from the Alexander Group attended the 2019 Consumer Electronic Show. This is a highlight of what they learned and how those insights can affect our clients. 

Gary Tubridy, SVP of the Alexander Group, brings the preliminary highlights from the digital summit series.  With insights from over 35 senior revenue leaders, Gary discusses the guidelines that an executive uses to consider all major initiatives, including digital, in three areas: What is it that you are trying to do? Why does this matter? What should be done about it?

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.

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 Medical 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. 

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. 

This is part two of a two-part podcast series covering four leading trends that are impacting the distribution industry and best practices for distributors to succeed in this changing environment. Part two covers trends three and four which are associated with talent – the transitioning workforce and its impact on distributors and consequently, the need for the development of new roles.

This two-part podcast series will cover four leading trends that are impacting the distribution industry and discuss best practices for distributors to looking to succeed in this changing environment. Part one covers the first two trends that are affecting distributors which pertain to go-to-customer model: 1) the current challenges associated with industry consolidation, and 2) the requirements and opportunities for e-commerce on distribution.  

Doug Beveridge and Tray Chamberlin of the Alexander Group discuss the key points that medical device companies should consider when developing their revenue growth strategy.