Boost Your Competitive Edge
Commercial & Industrial Services Growth and Go-to-Market Imperatives
How can commercial and industrial firms face the complex challenges of today’s market while still achieving their growth potential?
These companies face challenges, including securing and safely maintaining facilities, production lines and equipment. In addition, they must enter unfamiliar markets while moving goods across complex supply chains to grow revenue.
Many service providers, including logistics, equipment maintenance and facilities management, have built multi-billion dollar revenue streams and service hubs across the globe but must redefine their commercial models to reflect the following:
- Unmanaged Growth: “We don’t have our assets where the growth is.”
- Decentralized Models: “You can’t manage a national customer from one local service center.”
- Service Proliferation and Customization: “We went from selling one core offering to nine across all segments.”
- Technology Enablement: “Our customers can find a brokered service provider in one hour.”
For long-term growth, manufacturers and tech firms must aggressively invest in their service arms, drive growth and lock in long-term revenue streams. Alexander Group helps commercial and industrial companies identify untapped opportunities while maximizing their resource investments to achieve revenue growth targets.
How We Help
- Centralize functions to take advantage of centers of excellence and global best practices: Optimize their processes and take advantage of centers of excellence and global best practices to improve operations, increase efficiency and reduce costs, improving their ability to deal with unmanaged growth and decentralized models.
- Consolidate offerings and effectively scale high-margin and high-value services to the right market segments: To address the challenges of service proliferation and customization, consolidate offerings and focus on high-margin and high-value services to scale business to the right market segments effectively.
- Create advanced sales and service organizations with effective job roles, channels and leadership: Establish effective channel management strategies to reach the right customers with the right messaging through the proper channels. Develop a cohesive and motivated team that can work towards common goals to compete effectively and grow.
- Embrace technology to improve customer satisfaction, increase close rates and capture more revenue post-sales: Improve operations, increase efficiency and better respond to customer demands by embracing technology. This approach effectively deals with the challenges of technology enablement, where companies must react quickly to customer demands.
- Enhance recruitment and talent development programs to reduce high industry attrition rates and rapidly build skills in complex service offerings: Attracting and retaining top talent requires offering competitive compensation and benefits packages. Develop programs specifically targeted at attracting and retaining top talent.
- Re-build outdated incentive programs that drive complacency and limit new growth: When dealing with the challenges of unmanaged growth and decentralized models, companies must adapt quickly to new markets and customer needs. Motivate employees to drive growth and respond to changing market conditions.
Related Insights
Participate in Our Research
Briefing Offers- Commercial Practices to Drive Profitable Growth & Valuation Collaboration across marketing, sales and service functions is essential to engage customers across the buyer journey, from awareness to loyalty. By aligning these functions and optimizing their performance, businesses can increase their revenue and profitability. How do you optimize your commercial practices to achieve profitable growth and valuation? This is a question that many business leaders face in today’s competitive and dynamic market.
- Digital Insights Study Digital means changing how companies engage with customers and enable their commercial teams. Determining where and when your customers interact with your products and solutions can impact your organization’s digital maturity and where to guide your investments.
- Key Talent Management Strategies to Increase Productivity and Efficiency Business services organizations that generate strong profitable growth have more productive and efficient commercial teams by outperforming competitors in key talent management areas. These best-in-class business services companies have 23% more sellers achieving quota and an 18% higher net revenue retention. Discover the five principles these firms have implemented to enhance their talent management strategies.
- Marketing Insights Study Over 150 marketing executives were interviewed to determine the marketing initiatives being prioritized to maximize customer lifetime value. From marketing roles and resource allocation to marketing mix, channels and spend, get the latest insights on where marketing leaders are investing to advance their organization’s marketing maturity.
- Revenue Operations Survey Over 200 executives in sales and revenue operations were surveyed across Business Services, Financial Services, Manufacturing and Distribution, MedTech, Health and Wellness, Media and Technology to determine the leading practices of world-class revenue operations organizations.
- Shifting Demand Generation Investments for Top Performance With macroeconomic factors and profitability pressure on the rise, firms today face the dilemma of allocating limited resources between different channels and initiatives. Determining the most effective and efficient investment strategy requires careful analysis and understanding of target markets, customer preferences and staying ahead of the curve with industry best practices.
- Sales Compensation Hot Topics Survey Over 350 sales compensation leaders across seven industries provided insights on key sales comp topics including costs, quota planning and attainment, profitability, AI’s impact on comp, global comp practices, marketing comp practices and client/deliver services comp practices.
- Steps to Elevate Customer Experience Business services firms that have implemented successful customer experience (CX) strategies are 36% more effective at retaining customers. Generated from interviews with commercial leaders, this research study provides the best practices for developing a CX program that impacts all interactions―from the initial encounter to long after the purchase.
Upcoming Business Services Events
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Business & Financial Services: Maintain Momentum: Managers, Demand and SPIFFs
Virtual RoundtableJoin senior peers on March 11 at 11 a.m. ET for the latest talent, customer engagement and SPIFFs strategies.
Join business and financial services leaders as well as Alexander Group practice leads on March 11 at 11 a.m. ET for an exclusive virtual roundtable, built to equip commercial leaders with practical ways to maintain momentum in 2026 by doubling down on what works: high‑impact frontline management, modern demand generation tactics (inbound and outbound) and smart SPIFFs that enhance performance without overspending. During this event, we’ll share fresh insights from Alexander Group’s Talent Management survey, highlights from our latest Customer Engagement with AI research and practical strategies you can apply this quarter.
Why this matters:
With planning cycles tightening and budgets facing scrutiny, commercial teams in 2026 are expected to do more with less. Research from Alexander Group shows that leaders are responding to these conditions by prioritizing operational efficiency and targeted commercial investments. These moves are designed to drive growth and improve conversion across the buyer journey, which is exactly where savvy managers, focused demand programs and well‑designed SPIFFs create major impact.
Who should attend:
C‑suite and senior commercial leaders in business and financial services (CRO, CMO, CSO, CCO, Heads of Sales/Marketing/RevOps/Client Success).
What you’ll take away:
-Manager Moves: Discover the latest trends and practical insights on how frontline managers can coach pipeline quality, prioritize accounts and sustain rep momentum between campaigns.
-Demand That Converts: Practical inbound and outbound tactics your teams can use now, including AI‑assisted lead management, re‑engagement cadences for dormant customers and content/tools that accelerate time‑to‑quote.
-High‑Leverage SPIFFs: Guidance to design SPIFFs that change seller behavior (not just pay more): timing, eligibility, payout curves, guardrails and how to align with forecast gaps and product priorities.
-Benchmarks and Proof: What leading firms are doing across the buyer journey, including where they’re investing, the KPIs that matter and the expected outcomes.
-Peer Exchange: Compare what’s working (and what’s not) with executives facing similar market and margin realities.-
Wednesday, March 11, 2026
11:00 a.m. – 12:00 p.m. ET -
Virtual
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B2B Marketing Executive Webinar: Beyond Intuition
WebinarDuring this complimentary webinar, Alexander Group’s Marketing Services practice leaders will walk through the common pitfalls of intuition-based profiling and show you how to build comprehensive, actionable customer profiles that marketing, sales and account management teams can use immediately. You’ll leave with practical frameworks for leveraging both qualitative insights and quantitative data to identify and target your highest-value customers.
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Thursday, March 26, 2026
2:00 p.m. – 2:45 p.m. ET -
Virtual
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B2B Marketing Executive Webinar: Accelerating Growth
WebinarJoin Alexander Group’s Marketing Services practice leaders to break down what these leading organizations are doing differently and provide actionable recommendations for elevating your own marketing investments. Whether you’re looking to optimize your current operations or make the case for new resources, you’ll gain insights into how to structure your team and investments for maximum impact.
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Tuesday, March 31, 2026
2:00 p.m. – 2:45 p.m. ET -
Virtual
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Women Revenue Leaders Forum
St. Regis Hotel | Chicago, ILJoin hundreds of women senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas.
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Tuesday, May 5, 2026 –
Wednesday, May 6, 2026 -
St. Regis Hotel | Chicago, IL
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Sales Compensation Symposium: Virtual
Industry Focus: AllRevolutionize your approach at the #1 event for sales compensation professionals and all executives who care about sales comp. Designed specifically for senior executives, join industry peers and renowned experts to gain exclusive access to cutting-edge research, emerging trends, real-world case studies and proven best practices in governance, design and administration.
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Tuesday, August 11, 2026 –
Tuesday, August 11, 2026 -
Virtual
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Sales Compensation Symposium: New York
Industry Focus: Media & Business ServicesRevolutionize your approach at the #1 event for sales compensation professionals and all executives who care about sales comp.
Designed specifically for executives in HR, Compensation, Sales and Revenue Operations that want to use sales comp more effectively.Industry Focus: Media & Business Services
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Thursday, August 20, 2026 –
Thursday, August 20, 2026 -
New York
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Sales Compensation Symposium: Chicago
Industry Focus: AllRevolutionize your approach at the #1 event for sales compensation professionals and all executives who care about sales comp.
Designed specifically for executives in HR, Compensation, Sales and Revenue Operations that want to use sales comp more effectively.Industry Focus: All
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Thursday, August 27, 2026 –
Thursday, August 27, 2026 -
Chicago
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Executive Forum
St. Regis Hotel | Chicago, ILJoin senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually and take away actionable ideas.
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Wednesday, September 30, 2026 –
Thursday, October 1, 2026 -
St. Regis Hotel | Chicago, IL
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Join our Commercial & Industrial Community
Alexander Group’s community enables leading executives to share insights and takeaways for immediate use. Participants engage with sales leaders in interactive discussions while gaining knowledge on best practices, pitfalls and challenges.
Practice Leadership
Alexander Group Can Help
Navigate market challenges and shifting consumption patterns to drive profitable revenue growth