Case Study: a global life sciences company improves market share and prospecting with Alexander Group

Global Life Sciences Company grows share by 3% annually with Alexander Group

The Alexander Group partnered with a global life sciences company that was facing challenges with declining sales opportunities and slower growth in its Applied segment, despite strong overall sales. The customer had previously transformed its sales strategy but its business units remained product-centric, limiting prospecting and new customer growth. Alexander Group was engaged to continue the commercial transformation and evolve the go-to-market model.

The solution designed by Alexander Group involved implementing a new geographic-based coverage model to simplify customer approach and drive prospecting. They significantly increased the number of product specialists by over 250% to meet customer demands for technical expertise and evolved the digital sales role to focus on lead generation. As a result, the client anticipates a 3% annual increase in market share, more new opportunities and accounts, and improved customer experience within a year of implementation.