Alexander Group's Revenue Growth Model Podcast
167 episodes - English - Latest episode: 2 months ago - ★★★★★ - 2 ratingsThe Alexander Group's Revenue Growth Model Podcast shares the AGI point of view and expertise from our thought leaders, as well as insights from our executive events.
AGI's Revenue Growth Model will help your company create a sales organization that is not easily copied by competitors. Your sales and support teams will be equipped to deliver value in a way that will differentiate your products and services, command a premium and deliver profitable growth.
If you enjoy what you hear, learn more about the Alexander Group at www.alexandergroup.com.
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Episodes
Sales Analytics - Episode 4: Artificial Intelligence for B2B Sales
February 13, 2024 20:29 - 23 minutes - 21.9 MBAs 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.
MFG/Distribution - Episode 8: 2024 Industry Predictions
January 12, 2024 21:48 - 20 minutes - 12.5 MBAlexander 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?
Business Services - Episode 6: Talent Management
September 18, 2023 15:58 - 18 minutes - 17 MBMike 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.
Executive Events - Episode 6: Characteristics of Enduring Leadership with Angie Volk, 3M
August 09, 2023 16:16 - 35 minutes - 19.9 MBGary 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.
Financial Services - Episode 3: Changing Industry Market Dynamics
July 28, 2023 13:58 - 6 minutes - 5.8 MBDave 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.
Life Sciences - Episode 9: Case Study - Redesigning a Marketing Organization
July 26, 2023 21:02 - 6 minutes - 6 MBRaj 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.
Healthcare - Episode 8: Digital Health Trends and Commercial Model Implications
June 19, 2023 17:11 - 7 minutes - 6.87 MBTray 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.
Life Sciences - Episode 8: Marketing in Life Sciences Industry
March 20, 2023 19:34 - 13 minutes - 6.74 MBSean 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.
Healthcare - Episode 7: Competitive Landscape In MedTech
January 19, 2023 15:26 - 7 minutes - 4.12 MBMike 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 naviga...
Healthcare - Episode 6: Marketing Strategies In MedTech
January 19, 2023 15:18 - 6 minutes - 4.14 MBMike 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...
Healthcare - Episode 5: Getting Back to Normal
January 19, 2023 15:10 - 7 minutes - 4.19 MBMike 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.
Business Services - Episode 5: 2023 Sales Predictions for the Business Services
January 12, 2023 15:24 - 6 minutes - 3.44 MBDave 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...
Business Services - Episode 7: 2023 Sales Predictions for the Business Services
January 12, 2023 15:24 - 6 minutes - 3.44 MBDave 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...
Life Sciences - Episode 7: Specialization Investments
January 11, 2023 20:48 - 6 minutes - 3.7 MBSean 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.
Life Sciences - Episode 6: Life Sciences Study Findings Pt 1
January 11, 2023 20:31 - 7 minutes - 3.94 MBSean 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.
Business Services - Episode 6: 2023 Predictions & GTM Model For Banking
January 03, 2023 21:39 - 4 minutes - 2.51 MBDave 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 cont...
Financial Services - Episode 2: 2023 Predictions & GTM Model For Banking
January 03, 2023 21:39 - 4 minutes - 2.51 MBDave 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 Financial Services practices or contact Alexander Group to l...
Business Services - Episode 5: 2023 Sales Predictions for the Financial Services industry
January 03, 2023 20:27 - 4 minutes - 2.27 MBJohn 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
Financial Services - Episode 1: 2023 Sales Predictions for the Financial Services industry
January 03, 2023 20:27 - 4 minutes - 2.27 MBJohn 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
Media Sales - Episode 13: 2023 Go-to-Market Strategic Priorities
December 13, 2022 22:04 - 9 minutes - 5.78 MBAlexander 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.
MFG/Distribution - Episode 7: 2023 Industry Predictions
December 09, 2022 20:30 - 20 minutes - 11.2 MBFive 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.
Life Sciences - Episode 5: Challenges with Talent
October 05, 2022 14:56 - 10 minutes - 5.8 MBListen 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.
Life Sciences - Episode 4: Customer Centricity
July 12, 2022 17:41 - 10 minutes - 5.9 MBListen to Arshad Carim and Raj Sharan of the Alexander Group as they share the latest research on customer centricity in the Life Sciences industry.
Life Sciences - Episode 3: The Digital Journey
June 22, 2022 18:33 - 11 minutes - 5.6 MBListen 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 - Episode 4: Go-to-Market Trends and Mandates Sales Compensation
December 20, 2021 19:12 - 11 minutes - 8.44 MBBusiness 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 - Episode 3: Go-to-Market Trends and Mandates Sales Coverage Trends
December 20, 2021 19:04 - 9 minutes - 7.09 MBBusiness 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 - Episode 2: Go-to-Market Trends and Mandates Sizing the Prize
December 20, 2021 18:55 - 8 minutes - 5.15 MBBusiness 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 - Episode 1: Introduction to the Go-to-Market Trends and Mandates
December 10, 2021 16:52 - 6 minutes - 6.28 MBBusiness 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 ...
Life Sciences - Episode 2: Industry Trends: FY22 Commercial Priorities
November 03, 2021 20:24 - 12 minutes - 11.3 MBThe 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 Sciences - Episode 1: Industry Trends: Catalysts for Commercial Change
November 03, 2021 20:17 - 4 minutes - 4.33 MBLife 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.
Healthcare - Episode 4: Physicians Survey Findings and Roundtable Recap
October 12, 2021 15:06 - 9 minutes - 9.13 MBThe 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....
Healthcare - Episode 9: Physicians Survey Findings and Roundtable Recap
October 12, 2021 15:06 - 9 minutes - 9.13 MBThe 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....
Digital - Episode 5: The Digital Revenue Organization – How Data Is Changing Revenue Growth
October 07, 2021 15:26 - 15 minutes - 13.9 MBJoin 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.
Digital - Episode 4: The Digital Revenue Organization – How Data Is Changing Revenue Growth
October 07, 2021 15:26 - 15 minutes - 13.9 MBJoin 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.
Digital - Episode 4: The Digital Revenue Organization
August 03, 2021 15:14 - 17 minutes - 81.5 MB VideoJoin 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 Rev...
Digital - Episode 3: The Digital Revenue Organization
August 03, 2021 15:14 - 17 minutes - 81.5 MB VideoJoin 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 Rev...
Executive Events - Episode 14: The Digital Revenue Organization
August 03, 2021 15:14 - 17 minutes - 81.5 MB VideoJoin 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 Rev...
Executive Events - Episode 7: The Subscription Economy
April 29, 2021 16:27 - 11 minutes - 8.76 MBChanging 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 fost...
Executive Events - Episode 13: The Subscription Economy
April 29, 2021 16:27 - 11 minutes - 8.76 MBChanging 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 fost...
Executive Events - Episode 5: The Subscription Economy
April 29, 2021 16:27 - 11 minutes - 8.76 MBChanging 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 fost...
Technology - Episode 6: Sales Compensation Predictions
December 28, 2020 20:57 - 4 minutes - 3.03 MBMore 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.
Technology - Episode 5: Growing Revenue Through Effectively Evaluating Churn
October 19, 2020 16:35 - 13 minutes - 8.59 MBWhen 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.
Executive Events - Episode 6: Techniques in Navigating Revenue Leadership Careers
September 17, 2020 18:13 - 9 minutes - 5.83 MBThe 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 keynot...
Executive Events - Episode 12: Techniques in Navigating Revenue Leadership Careers
September 17, 2020 18:13 - 9 minutes - 5.83 MBThe 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 keynot...
Executive Events - Episode 4: Techniques in Navigating Revenue Leadership Careers
September 17, 2020 18:13 - 9 minutes - 5.83 MBThe 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 keynot...
Executive Events - Episode 11: Transform to a Customer-Centric World
August 22, 2019 18:20 - 16 minutes - 11.4 MBRajat 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.
Executive Events - Episode 5: Transform to a Customer-Centric World
August 22, 2019 18:20 - 16 minutes - 11.4 MBRajat 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.
Executive Events - Episode 3: Transform to a Customer-Centric World
August 22, 2019 18:20 - 16 minutes - 11.4 MBRajat 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.
Manufacturing - Episode 9: Creating Better Connections With Customers
July 08, 2019 17:44 - 3 minutes - 2.38 MBHow 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.
MFG/Distribution - Episode 6: Creating Better Connections With Customers
July 08, 2019 17:44 - 3 minutes - 2.38 MBHow 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.