Case Study: a $300M software applications company transforms sales organization with Alexander Group

$300M software applications company transforms sales organization with Alexander Group

A $300 million software applications company faced challenges achieving sales growth due to market consolidation and an over-reliance on product-centric sales forces from past acquisitions. Seeking to become a world-class sales organization, the company engaged the Alexander Group for a comprehensive assessment and strategic sales transformation.

The Alexander Group transformed every aspect of the sales organization, including its go-to-market strategy, customer segmentation, and incentive compensation. The solution provided the executive team with a detailed roadmap, which enabled initial changes such as a new segmentation model and a dynamic headcount sizing tool for building equitable sales territories.