This manufacturer of diagnostic healthcare products considered marketing operating model changes to determine their overlay and dedicated resource needs. In addition, they wanted to map the existing headcount capabilities by function and by the activities currently performed.
Their primary goal was to align their headcount investment to industry benchmarks. Their current headcount-to-discretionary budget ratio was 37%/63%. However, the goal was to increase their headcount investment, targeting a ratio of 32%/68%.
The client chose Alexander Group because of our advisory expertise, focusing on operating model approaches, overlay considerations, right-sizing functions and determining the appropriate headcount vs. discretionary budget allocation.
Alexander Group first assessed the client’s current marketing organization structure and jobs to identify areas of misaligned coverage. Concurrent with organizational assessment we also conducted cross-functional productivity assessment across the marketing, sales and product organizations. We also defined the current roles and resources to determine the client’s needs for maximum efficiency.
The project steps included:
4.6% vs. 4.5%
37% vs. 32%
Based on the spending and FTE findings, project recommendations focused on socializing overlay vs. dedicated resource considerations. Successful implementation required the client to seek alignment for centralization while shifting spend from discretionary to headcount expenses.
Expected results include:
Alexander Group understands your revenue growth challenges. Since 1985, we’ve served more than 3,000 companies across the globe. This experience gives us not only a highly sophisticated set of best practices to grow revenue—we also have a rich repository of unique industry data that informs all our recommendations. Aligning product, marketing, operations and finance efforts behind a successful sales organization takes insight and hard work. We help the world’s leading organizations build the right revenue vision, transform their organizations and deliver results.