Technology Case Study
For a technology client that has enjoyed steady growth, they sought to overcome the challenge of undocumented growth processes. Targeting its primary market has been oriented solely on technical focus and alignment with the sales team. However, the company is undertaking a transformational shift in its core value proposition – pivoting away from being “best in breed” to an “end-to-end” platform.
At the same time, the client is planning for a long-term growth strategy by expanding outside of its legacy customer base and increasing its share of wallet. Currently, the client brings in about $160M in revenue, has grown at an approximate rate of 60% annually and set a target revenue of $250M for FY22.
The client chose the Alexander Group to:
Throughout the duration of this engagement, the Alexander Group identified valuable insights into customer profiles that could inform prioritization. It was revealed that accounts in the client’s target verticals are 30% larger than clients in non-target verticals. In addition, the top 10 clients in each sales representative’s book represented 69% of all white space – the existing opportunities within customer accounts to cross-sell or upsell.
Build a workload model that can ensure high-potential accounts are properly covered by sales and marketing.
Successfully implemented, the Alexander Group anticipates that the client will ensure:
Within 12 months of the project, the client was able to implement six milestones that allowed for input, evaluation and feedback from the client. These milestones included socializing buying group targets, soliciting plays and compiling via approval process, communicating opportunity model uses to reps, integrating into CRM, evaluating performance with A/B testing, and action feedback process.
Unidentified opportunities can leave money on the table and limit growth opportunities. The Alexander Group has the necessary technology and marketing expertise to help clients identify market opportunities, customer profiles and the right sales and marketing plays to foster growth.
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.