Case Study: a technology client achieves ARR stabilization and improved LTV/CAC with Alexander Group

Technology Client stabilizes ARR with Alexander Group after less than 3% of revenue flowed through distribution

A technology client was struggling with fragmented go-to-market strategies that caused declining annual recurring revenue (ARR) and poor unit economics. After vacillating between a channel-first and a direct sales model, they sought help from the Alexander Group to become a truly channel-first organization and address challenges in new customer acquisition and partner relationships.

The Alexander Group conducted a detailed route-to-market analysis and provided recommendations including partner segmentation, dedicated management roles, and a redesigned partner program. As a result, the client was expected to stabilize their ARR decline and improve their unit economics through increased new customer acquisition and larger average deal sizes within the first fiscal year.