Case Study: a healthcare client optimizes go-to-market segmentation with Alexander Group

Healthcare Client optimizes segmentation to align 80% of revenue with 10% of customers using Alexander Group

The Alexander Group was engaged by Healthcare Client, a $1.3B market-leading healthcare company, to re-evaluate its go-to-market strategy. The client faced a challenge in optimizing its customer segmentation, as high-value customers were receiving the same level of attention as much lower-spending ones, leading to a disproportionate cost of sales. Their goal was to better align resources with customer needs by developing a new segmentation model and an executable roadmap.

The Alexander Group implemented a three-phased solution involving discovery and framework design, model population, and a future state assessment. This process provided the client with a methodology for segmenting customers and aligning resources appropriately. The Alexander Group's engagement delivered significant impact, enabling the client to align its highest-cost resources with its highest-value customers, which lowered the overall cost of sales and informed a new 5-year budget.