Case Study: a tech company aligns coverage and compensation to growth goals with Alexander Group

Tech Company aligns sales quotas with Alexander Group to target 3 factors in opportunity segmentation

The Alexander Group helped a tech company, specifically a high-growth global network security firm, whose sales coverage and compensation plans were misaligned with its aggressive growth objectives. Their challenge involved an ineffective, crude account segmentation model that led to the inefficient deployment of sales personnel.

Alexander Group addressed this by analyzing market data to create a multi-variate segmentation model for accounts and designing aligned quota and sales compensation plans. This solution enabled the tech company to efficiently focus its refined sales roles, set equitable quotas based on territory opportunity, and effectively reward growth through the new compensation structure.