Challenge
Need for a Modern, Sustainable Revenue Growth Model
For several decades, a major U.S. freight railroad left its go-to-market (GTM) strategy and sales compensation program largely unchanged. As a result, leadership grew concerned about the durability of recent price-led growth.
Company leaders recognized that to move towards their goal of driving organic, volume-based growth, they’d need to create a new GTM model that realigns customer segmentation and sales roles to better match customer needs; modernizes the compensation program to strengthen pay-for-performance and attract “hunter” mindsets; and establishes a RevOps function to hold the model in place over time.
The organization partnered with Alexander Group to design and implement a comprehensive transformation of its commercial model.
Solution
Data-Driven GTM Transformation and RevOps Enablement
To create a new model for the client, Alexander Group structured the transformation around five key areas:
Sharper segmentation
Refined the segmentation model using client data and market insights to prioritize accounts and deploy resources against the highest-value opportunities.
Clearer sales roles
Rebuilt sales roles around the new segmentation with updated job profiles, role leveling and competency frameworks that match seller capability to customer need.
Right-sized coverage
Developed a data-driven headcount and account assignment model to match coverage with market opportunity and customer demand.
Performance-based pay
Designed a modern compensation program that connects incentives directly to growth outcomes and reinforces the sales behaviors leadership wanted.
Durable execution
Created a RevOps function to govern, monitor and enable the model, keeping execution consistent and limiting design drift over time.
These five initiatives formed one commercial model built for volume-based growth and consistent execution.
Impact
High-Confidence Investment With Clear Strategic Direction
The transformation received strong endorsement from company leadership, reinforcing both the quality of the recommendations and their expected long-term value. In particular, the CRO emphasized that the impact of Alexander Group’s work will “many times over pay for our investment,” highlighting confidence in the financial and strategic return.
Leadership also noted the clarity and practicality of the engagement compared to prior consulting experiences. The CRO shared that, unlike larger firms that often deliver “nebulous recommendations,” Alexander Group provided targeted, specific guidance that gave the organization a clear sense of direction and measurable progress throughout the transformation.
Transform Your Legacy GTM Model for Sustainable Growth
Schedule time with Alexander Group to modernize your go-to-market model, optimize sales roles and build a high-performing RevOps function.
About Alexander Group
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.
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