The Alexander Group

Media companies must now prioritize profitability over growth to enhance shareholder value. As go-to-market models are dependent on product portfolio depth and complexity, media & consumer technology leaders identified three key growth plays: -75% of media companies employ a sales-oriented account manager -55% of media companies utilize at least one type of overlay specialist -More than half of media companies differentiate coverage between brands and agencies Are your role and coverage strategies aligned for productivity and profitability? Schedule a Briefing: https://lnkd.in/gwyxBxJy #Media #Profitability #GotoMarket #GTM #Coverage

Looking to unlock the potential of your channel partner program? Join us virtually on November 14, from 2 - 3 p.m. for a detailed discussion on setting expectations, seeking new routes to market, enabling collaboration and using customer data to enhance your partner program in today's dynamic market. Manufacturing practice leads Omar Fouad and Kyle Uebelhor will present Alexander Group’s latest manufacturing and distribution research on channel partner programs and will provide a platform for industry leaders to ask questions and share their best practices. Register today: https://lnkd.in/ddfw_Jm #Manufacturing #Distribution #ChannelPartners #PartnerProgram #VirtualRoundtable

We're excited to have Director Dashon Catlett representing us as a speaker for the upcoming Sales Excellence Advisors LTD Edinburgh event on November 27, from 6 - 9 p.m. GMT. Register below to attend the event and to join the discussion with Dashon around sales compensation design excellence, the latest commercial strategies and large-scale transformations. #SalesComp #SalesCompensation #Incentives #Compensation

The 24th annual Executive Forum is right around the corner and guests are gearing up to hear from our thought leadership panels. This 6-session series continues with the emerging critical role of chief digital officers and their perspectives on AI, data and analytics. We welcome: Kelly Aronson, chief digital officer and SVP at Andersen Corporation, leads enterprise digital technology strategy and implementation while providing strategic partner support to each of Andersen’s divisions and functions. Previously, she was vice president of IT for Andersen’s enterprise customer experience technology (marketing, sales, quote & order, service, and portal) and former director of technology for Renewal with oversight across IT, including manufacturing tech and retail tech teams. Scott Boecker is the chief digital officer at CHG Healthcare, the nation’s largest locum tenens service provider. Scott heads digital innovation and strategies across the firm’s respected brands to improve the staffing experience and deliver innovations/services for healthcare providers and organizations. He’s enjoyed more than two decades of product and consumer experience roles at venture-capital-backed startups and billion-dollar companies such as Ticketmaster and Nike. Chris MacDonald, Head of Gen AI Solution Architecture at BRIA AI, is a visionary leader in the field of analytics and artificial intelligence. He’s known for driving innovation and elevating performance across industries by integrating cutting-edge visual generative AI platforms into customer’s strategies and tech stacks, while directly contributing to rapid growth and success. Chris has a proven track record of integrating advanced AI solutions that help deliver tangible business outcomes. Learn more about this year’s Executive Forum here: https://lnkd.in/gkDu-MyG #AlexanderGroupEvents #RevenueGrowth #Convergence #AGIExecutiveForum #RevenueLeaders #CustomerExperience #EmployeeExperience

Most companies agree that their sales compensation plans are ineffective. Recent Sales Compensation Hot Topics Research revealed that only 21% are satisfied with their compensation plans and have been able to demonstrate that these plans are more effective. So, what do they do differently?  Principal Matt Bartels details these findings and how to leverage your sales compensation plans to solve business challenges, drive desired behaviors and align teams to achieve business growth. Read the full article: https://lnkd.in/g_6FRDTy #SalesCompensation #Media #SalesComp #Research

Unlock the potential of your partner program! Leading manufacturers are driving growth and enhancing partner engagement by evolving their indirect channel partner program strategies. What is your firm doing to position it's partner program for success? Join us virtually on November 14, from 2 - 3 p.m. ET for a detailed discussion on partner strategy, structuring partner engagements, aligning incentives to drive desired behaviors and investing in technology to optimize your program's effectiveness. Register today: https://lnkd.in/ddfw_Jm #Manufacturing #Distribution #ChannelPartners #PartnerProgram #VirtualRoundtable

The hybrid Focus Sessions are one of the most popular formats at the annual Executive Forum. Next month, these will feature both case study/trends and interactive roundtable discussion across four key functions under the growth ecosystem: Revenue, Ops, CX and People/Talent. We’re excited to welcome the following thought leaders as both speakers and facilitators of executive group discussions: Martha Delehanty Chief People Officer at Commvault, Shawn Lewis EVP of Global Revenue Enablement & Customer Success at Sage, BJ Schaknowski Chief Executive Officer at symplr, Teresa Anania Chief Customer Officer at Sophos, and Wendi Sturgis Chief Executive Officer at Cleverbridge. Learn more about the Executive Forum here: https://lnkd.in/gkDu-MyG #AlexanderGroupEvents #RevenueGrowth #Convergence #AGIExecutiveForum #RevenueLeaders #CustomerExperience #EmployeeExperience

Optimizing sales compensation plan design is a complicated endeavor especially as plan proliferation occurs on a global level, increasing plan complexity exponentially. Learn how a global leader in industrial products with multiple lines of business created a pathway for a successful analysis, design and implementation of a holistic global sales compensation program. This program efficiently aligns its sales resources and investments with its strategic growth strategy. Read the full case study: https://lnkd.in/g-uaSXbv #Manufacturing #Distribution #Industrials #SalesComp

Recent years pushed private equity partners and their portfolio companies to seek additional paths to create enterprise value within their go-to-market organizations. Principal Matthew Greenstein just wrapped up part 2 of his Private Equity series on great go-to-market models with the latest article focused on differentiating between new vs. existing customers in your GTM strategy. Read the full article: https://lnkd.in/gdhk9iSe #PrivateEquity #GTM #GotoMarket #PE

As companies look for new opportunities to improve CX and drive growth, they’re not just looking internally. They’re leveraging partners to expand customer offerings and new revenue paths. At our upcoming Executive Forum in November, industry leaders will weigh in on How Convergence is Reshaping the Revenue Ecosystem of Alliances & Partners on our main stage. Panelists include: Zach Chapman, SVP of Global Partnerships at NBCUniversal, leads a team that shapes long term strategic partnership frameworks across the NBCU portfolio of owned/operated distribution linear, digital, and streaming channels, as well as premium content providers and technology partners. Zach has enjoyed an impressive career in global/national sales and digital innovation at Walt Disney, ESPN, Univision, and NBC Sports/Olympics. Kobi Elbaz, SVP & GM – Global Channel, Sales Innovation & Ops at HP, directs the global GTM model across all company solutions and services. Since joining HP in 1996, Kobi has served in various roles including senior vice president & GM of HP’s Global Personal Systems Category, vice president & GM of Americas Personal Systems, vice president & GM of EMEA Personal Systems, and country managing director for HP Israel. Erica Volini, SVP of Global Partnerships at ServiceNow, came aboard to help lead the transformation of the company’s go-to-market strategy for partners. She has since brought her vision to life, leading the growth and expansion of the ServiceNow partner organization this Fortune 500 company’s entire ecosystem. Formerly, Erica led Global HC practices and customer relationships with top cross-industry corporations as a consulting principal. Learn more about this year’s Executive Forum here: https://lnkd.in/gkDu-MyG #AlexanderGroupEvents #RevenueGrowth #Convergence #AGIExecutiveForum #RevenueLeaders #CustomerExperience #EmployeeExperience