Case Study: a private equity-owned global software firm achieves a successful shift to subscription-based sales with Alexander Group

a private equity-owned global software firm cuts perpetual-license bias with Alexander Group by aligning subscription sales compensation

A private equity-owned global software firm faced the challenge of migrating from a perpetual license model to a subscription-based revenue model. They required a complete transformation of their sales organization to support this change, needing to revamp sales processes, roles, and channel strategy while minimizing disruption to their ongoing business results. They engaged the Alexander Group to leverage its XaaS industry research and best practices.

The Alexander Group conducted a global assessment and benchmarking analysis, which revealed issues with sales compensation, quota attainment, and how sales time was allocated. AGI developed a new future-state coverage model with distinct job roles, new quota and sales compensation plans, and recommended a dedicated customer success function. As a result, the Alexander Group provided the leadership with the confidence and an approved implementation roadmap to successfully embark on their transition to the new subscription sales model.