PODCAST · business
Revenue Uncovered by Alexander Group
by The Alexander Group, Inc.
Alexander Group's Revenue Uncovered Podcast shares insights and expertise from our thought leaders, client work, industry research and executive events.Alexander Group provides go-to-market consulting services to marketing, sales, service and talent leaders. With over 40 years of developing practical, executable solutions, we are singularly focused on helping commercial teams unlock their full potential and reach new revenue goals. With a robust network of offices, Alexander Group maximizes growth opportunities for our clients around the globe.Our episodes are grouped by C-Suite Interviews, Practitioner Conversations and Educational.
Episodes
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Value Creation Growth Levers: Profitable Growth
How Sloan is Aligning its Teams, Tools and Strategy to Drive Profitable Growth Parthiv Amin of Sloan shares how the company is creating profitable growth by taking a more customer-centric approach across the entire value chain. From specifiers and designers to contractors, wholesalers and...
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Value Creation Growth Levers: Innovation
Innovation creates value when it's built on customer obsession, strong leadership, fast experimentation, great talent and the systems to turn ideas into action. In this conversation, Kyle Uebelhor and Kevan Savage share practical ways organizations can move beyond one-off product launches and…
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Value Creation Growth Levers: Organic Growth
Executive Interview with Jeff Crane, CEO of LGG Industrial Organic growth is not a mystery lever for industrial distributors—it's a discipline: know your best customers, arm your sellers with data and support, and turn every contract, plant and acquisition into a bigger share of wallet. In this...
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Value Creation Growth Levers: Introduction
Manufacturing leaders are under pressure to grow enterprise value, not just hit this year's number. This five-part podcast series shows how to pull the four commercial levers that actually move your multiple: profitable growth, organic growth, innovation and M&A. In this introductory episode,...
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How World-Class Presidents Club Events Empower Top Performers: Executive Interview with Jeremy Whiteman of Resideo
Discover what it takes to design and deliver a President's Club program that truly moves the needle—for your people and for your business. In this exclusive interview, Jeremy Whiteman, senior director of Sales Operations and Commercial Excellence at Resideo, shares practical guidance on turning...
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Navigating Customer Journeys and Growth Strategies: Executive Interview with Dan Juckniess, Chief Revenue Officer, SPS Commerce
Dan Juckniess, CRO of SPS Commerce, and Mitch Edwards, principal at Alexander Group, explore the complexities of driving revenue and customer satisfaction in today's dynamic business environment. This conversation explores the challenges of balancing volume-based and revenue-based approaches when...
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2025 Manufacturing & Distribution Industry Predictions
Will you make changes for better growth in the new year? See how your company is aligned. Alexander Group Principals Kyle Uebelhor, Andrew Horvath and Arshad Carim share their top five predictions for manufacturing and distribution organizations in 2025.
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Best Practices and Latest Trends for Renewals for XaaS Companies
Profitable growth companies have 12% higher net revenue retention than their peers. Better customer data allowing companies to predict churn, which can drive churn rates below 10%. Renewals are the conduit to profitable revenue growth. Alexander Group sees the leaky bucket syndrome, where…
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Latest Technology Trends and Best Practices in Revenue Operations
Mitch Edwards and Ann Marie Verhamme from the Alexander Group discuss the benefits of Revenue Operations from our recent research findings. In a recent survey of revenue executives, about 61% are either in the process of completing or are actively piloting multiple AI use cases. But with so many...
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Artificial Intelligence for Marketing with Armin Kakas from Revology Analytics
As AI continues to evolve, its impact on sales processes and strategies is becoming more evident. Kevan Savage of Alexander Group is joined by Armin Kakas from Revology Analytics to share insights on how AI is utilized in the Marketing function.
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Artificial Intelligence for B2B Sales with Armin Kakas from Revology Analytics
As AI continues to evolve, its impact on sales processes and strategies is becoming more evident. Davis Giedt and Mitch Edwards of Alexander Group are joined by Armin Kakas from Revology Analytics to share insights on how AI is utilized in commercial organizations and predictions for its future...
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2024 Manufacturing & Distribution Industry Predictions
Alexander Group's Kyle Uebelhor, Arshad Carim and Andrew Horvath share insights and seven bold 2024 predictions for the manufacturing and distribution industry. See how these predictions align with your organization's goals. Any that might need to added to your strategy?
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Talent Management with Jessica Studholme of Bustle Digital Group
Mike Burnett of the Alexander Group interviews Jessica Studholme of Bustle Digital Group on her best practices for employee experience, improving talent architecture, developing strategic talent architecture, sales compensation plans, and coaching and recognition programs.
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Executive Events - Episode 6: Characteristics of Enduring Leadership with Angie Volk, 3M
Gary Tubridy, principal at the Alexander Group, spoke with Angie Volk, the U.S. vice president of sales for medical solutions at 3M Healthcare, to discuss the practices of leaders and companies that display characteristics of enduring leadership. Angie shares what it means for 3M to be an…
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Life Sciences Case Study – Redesigning a Marketing Organization
Raj Sharan and Kevan Savage of the Alexander Group share insights from a recent client where we helped redesign their marketing organization. The client was able to deploy the new model to show more accountability and attribution to the marketing team and how they impact revenue.
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Healthcare - Episode 8: Digital Health Trends and Commercial Model Implications
Tray Chamberlin and Ann Marie Verhamme of the Alexander Group discuss the latest trends and commercial model implications in the digital health space based on recent research, events and client work.
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Marketing in Life Sciences Industry
Sean Higgins and Kevan Savage of Alexander Group share new and contemporary ways organizations are modernizing their marketing teams, including segmentation and targeting metrics, KPIs and investments in channels. This topic is top of mind for many companies who are battling for market share.
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Healthcare - Episode 7: Competitive Landscape In MedTech
Mike White and Doug Beveridge of the Alexander Group's Healthcare practice discuss how the competitive landscape in the medtech industry is changing. The pandemic, supply chain shortages, inflation and nursing staff shortages are some of the factors causing this shift. According to a recent...
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Healthcare - Episode 6: Marketing Strategies In MedTech
Mike White and Elizabeth Watson of the Alexander Group's Healthcare practice discuss the modern marketing strategies in the medtech space, and particularly as it relates to outpatient versus the acute space. In a recent study conducted by the Alexander Group, we saw that providers are projecting...
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Healthcare - Episode 5: Getting Back to Normal
Mike White and Craig Ackerman of the Alexander Group's Healthcare practice discuss how the healthcare industry is getting back to normal in 2023 and beyond. 2022 was a year of talent retention, supply shortages and the continued pandemic. 2023 is expected to normalize and move back to predictable...
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2023 Sales Predictions for Business Services
Dave Eddleman and Mike Burnett, principals at Alexander Group, share four sales predictions for Business Services in 2023. These predictions stem from challenges Alexander Group is seeing from our research and client work. A softening of markets for HR and talent solution providers Increased…
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Life Sciences Study Findings - Part 2
Sean Higgins and Raj Sharan of the Alexander Group shared in the previous episode how companies are making a lot of investments in the specialization layer, and that has led to a decrease in efficiency, leading to an increase in cost. Why is that? Why are companies making investments in the...
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Life Sciences Study Findings - Part 1
Sean Higgins and Raj Sharan of the Alexander Group share an overview of Alexander Group's latest life sciences study. This episode includes overall industry trends, marketing and role specialization, or where organizations are placing bets within their commercial models.
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2023 Financial Services Predictions & GTM Model For Banking
Dave Eddleman, principal at Alexander Group, shares three sales predictions and a go-to-customer model for the banking industry in 2023. These predictions stem from challenges Alexander Group is seeing from our research and client work. More investment in sales enablement or revenue operations....
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2023 Manufacturing & Distribution Industry Predictions
Five bold predictions for 2023 Alexander Group's Kyle Uebelhor, Arshad Carim and Andrew Horvath share insights and five bold 2023 predictions for the manufacturing and distribution industry.
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Life Sciences Industry Trends - Talent
Life sciences organizations are taking concrete steps to support internal talent management. How can your organization build a path to successfully attract best-in-class talent while continuing to engage long-term employees? Life Sciences and Analytical Instruments practice leaders, Sean Higgins...
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Life Sciences Industry Trends - Customer Centricity
Companies are still recovering from the pandemic, but they are not forgetting the lessons learned in the last two years. Companies have shifted their mindset quite a bit from a more siloed, product-centric approach to customer-centric. Life Sciences and Analytical Instruments practice leaders,...
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Life Sciences Industry Trends - The Digital Journey
Listen to Arshad Carim and Sean Higgins of the Alexander Group as they share the latest research on digital and what Life Sciences companies are doing in terms of a maturity model. What steps are companies taking? How has digital evolved in the past few years? What are some key roles and...
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Business Services Go-to-Market Trends and Mandates: Sales Compensation
Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from Dave Eddleman discusses how the growth phase of your…
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Business Services Go-to-Market Trends and Mandates: Sales Coverage
Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from Mike Burnett, principal at Alexander Group, on the latest trends...
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Business Services Go-to-Market Trends and Mandates: Sizing the Prize
Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from Dave Eddleman, principal at Alexander Group, on how to determine...
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Business Services Go-to-Market Trends and Mandates
Business services is facing growing pressure to evolve. Acceleration of technology and digital platforms, new competitors, and new offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from Mike Burnett and Dave Eddleman, principals at the...
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Life Sciences Industry Trends – Catalysts for Commercial Change
Life Science companies have been talking a lot about their 2022 commercial priorities and the industry trends that have caused some of those priorities to shift as they think about the coming year. Life Sciences and Analytical Instruments practice leaders, Arshad Carim and Raj Sharan discuss…
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Healthcare - Episode 4: Physicians Survey Findings and Roundtable Recap
The Alexander Group Healthcare Go-to-Customer Research: Physicians Survey Findings include input from 100 participants from private practice, ambulatory surgery centers and hospital settings. With third-party vendor in-person access limited in healthcare facilities, many physicians still prefer…
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How Data Is Changing Revenue Growth with Biren Fondekar of NetApp
Join Biren Fondekar, Head of Customer Experience and Digital Strategy at NetApp, and Matt Greenstein, principal at Alexander Group, as they discuss the digital revenue organization and how the use of data is changing the way organizations, like NetApp, are growing revenue.
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The Digital Revenue Organization – What Is It and How to Get Started?
Join Tiffani Bova, Global Customer Growth and Innovation Evangelist, Salesforce.com, and Matt Greenstein, principal at Alexander Group, as they discuss what makes the modern marketing, sales, and service organization "digital." Explore how digital fundamentally changes B2B revenue growth. Gain...
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The Subscription Economy with Christoph Schell of HP
Changing customer preferences and the evolution of the workplace are leading to a new era defined by the end of ownership and a significant rise in subscription-based services. As the strategic shift to subscription-based models continues to accelerate, there is an immense opportunity for…
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Technology Sales Compensation Predictions
What changes will technology companies make to their sales compensation plan? While most companies made significant changes to last year's sales compensation plans, what is predicted for this year? Plan changes will be higher than ever. There are several "Big Rocks," or hot topics, that we've…
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Growing Revenue Through Effectively Evaluating Churn with Tim Willey of ForgeRock
When it comes to growing revenue, churn plays a critical role in XaaS and subscription-based businesses. Watch the discussion between Tim Willey, SVP of commercial strategy and operations at ForgeRock, and Ted Grossman, principal and Technology practice lead, to discover their insights into…
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Executive Events - Episode 4: Techniques in Navigating Revenue Leadership Careers
The pandemic has forced dramatic change into so many aspects of business, and certainly into revenue leadership. As a new CEO, Bruce Dahlgren shares his thoughts on organizing and leading the revenue function during the pandemic and positioning for the post-pandemic world. Through his 3+ decade...
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Executive Events - Episode 3: Transform to a Customer-Centric World
Rajat Mishra, SVP of CX strategy, portfolio and partners at Cisco, shared what his company is doing to drive the customer experience in a customer-centric landscape. This preview of his Executive Forum Keynote revealed some insights on how Cisco is harmonizing sales and service to transform the...
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Creating Better Connections With Customers
How do you create better connections with your customers? Alexander Group Partner Kyle Uebelhor shares insights on just how crucial it is for manufacturers to enhance their end-user experience. If you are looking to build a better customer experience, follow these steps.
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Executive Events - Episode 2: From Sales to Revenue: New Motions Needed
Gary Tubridy, senior vice president of Alexander Group, gets a sneak preview into the upcoming keynote address by Warren Stone, senior vice president of Research and Applied Solutions of North America for MilliporeSigma, that he will deliver on November 8th at the Chief Sales Executive Annual…
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Healthcare - Episode 3: Annual Planning Process for Medical Companies
Mike Burnett and Mike White of the Alexander Group's Healthcare practice discuss how to translate your revenue growth strategy into an actionable commercial plan.
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Uncover Revenue Opportunities through Revenue Segments with Remen Okoruwa of StausQuota
Davis Giedt of the Alexander Group and Remen Okoruwa, co-founder of StatusQuota, discuss how to uncover and capitalize on the best revenue opportunities through revenue segments. Gaining a better understanding of your revenue segments is crucial to improving your go-to-customer model. At the core...
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Evolution of the Customer Buying Journey with Chris Klayko at Google and Dave Spencer at SAP
Gary Tubridy, senior vice president of Alexander Group, gets a sneak preview into the upcoming keynote address by Chris Klayko, managing director of Google Cloud Americas & Global EDU, and Dave Spencer, chief operating officer of SAP North America, that they will deliver on November 8th at the...
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Moving to XaaS: Interview with Dr. Robert Bieshaar of Autodesk
Ted Grossman and Rachel Parrinello, principals with the Alexander Group, interviewed Dr. Robert Bieshaar of Autodesk to discuss the journey his company has taken to transition to XaaS, as well as sales compensation design challenges and how key sales behavior changes are impacting his role.
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Healthcare - Episode 2: How to Effectively Drive Sales Across Diverse and Growing Product Portfolios
Mike Burnett of the Alexander Group discusses a common challenge among healthcare manufacturers - how to effectively drive sales across diverse and growing product portfolios.
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Five Key Technology and XaaS Sales Compensation Challenges
Alexander Principals Ted Grossman and Rachel Parrinello discuss the five key sales technology and XaaS sales compensation challenges and how the Alexander Group can assist in overcoming them.
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Healthcare - Episode 1: How Capital Equipment Vendors Gain Account Insight by Integrating the Deployment of Field Sales and Service Teams
In the medical selling environment, capital equipment vendors traditionally differentiate themselves on product performance and total cost of ownership. Alexander Group Vice President Mike Miller discusses how capital equipment vendors gain account insight by integrating the deployment of field...
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ABOUT THIS SHOW
Alexander Group's Revenue Uncovered Podcast shares insights and expertise from our thought leaders, client work, industry research and executive events.Alexander Group provides go-to-market consulting services to marketing, sales, service and talent leaders. With over 40 years of developing practical, executable solutions, we are singularly focused on helping commercial teams unlock their full potential and reach new revenue goals. With a robust network of offices, Alexander Group maximizes growth opportunities for our clients around the globe.Our episodes are grouped by C-Suite Interviews, Practitioner Conversations and Educational.
HOSTED BY
The Alexander Group, Inc.
CATEGORIES
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Revenue Uncovered by Alexander Group currently has 50 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Revenue Uncovered by Alexander Group about?
Alexander Group's Revenue Uncovered Podcast shares insights and expertise from our thought leaders, client work, industry research and executive events.Alexander Group provides go-to-market consulting services to marketing, sales, service and talent leaders. With over 40 years of developing...
How often does Revenue Uncovered by Alexander Group release new episodes?
Revenue Uncovered by Alexander Group has 50 episodes. Check the episode list to see recent publication dates and frequency.
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