Case Study: a global technology provider improves sales strategy, quotas, and compensation with Alexander Group

Global Technology Provider rolls out new quotas and comp plans in 1 month with Alexander Group

The customer, a global technology provider of cloud-based content management and collaboration solutions, faced sales strategy and execution challenges. Its compensation and quota programs were misaligned, failing to drive the right rep behaviors toward growth opportunities. The Alexander Group was engaged to develop new, competitive compensation plans and a formal quota-setting process.

The Alexander Group conducted a comprehensive assessment, gathering field input to redesign the compensation plans and create a robust quota model. The solution provided focus on acquiring new business and strategic transactions, balancing deal volume with monetization. This delivered more accurate quotas for improved financial planning and sales performance, with the new programs successfully rolled out at the start of the fiscal year.