Case Study: HVAC client achieves renewed growth and improved sales coverage with Alexander Group

a HVAC client boosts growth to 13% CAGR with Alexander Group

The HVAC client, a manufacturer, faced significant challenges after a tornado damaged its factory, including low capacity and a need to rebuild customer relationships. With a goal to grow sales from $650M to $750M, they engaged the Alexander Group to redesign their go-to-market blueprint and commercial sales organization to address an ineffective segmentation model and a misaligned sales coverage approach.

The Alexander Group implemented a new segmentation strategy to prioritize key accounts and created an inside sales team with specialist roles. They designed formal processes for headcount sizing and aligned marketing and revenue operations. As a result, the manufacturer now projects a 13% CAGR over three years, lowered expenses by 1% of revenue, and unlocked new growth potential by maximizing seller productivity.