Creating Sustainable and Profitable Growth
Go-to-Market Strategies to Succeed in an Evolving Energy Market
The energy and utilities industry faces complex challenges that drive the need for innovation and change.
As customers increasingly tap into new and different forms of energy products and services, energy and utility providers need to adapt to changing needs and preferences. Organizations are investing in deeper customer insights, developing new offerings and revisiting their go-to-market model to better partner with and service their customers. Adapting and staying competitive requires a cohesive GTM strategy that transforms the customer experience.
Leading companies turn to Alexander Group to define strategic priorities and create the Sales, Marketing and Operational structures needed to succeed.
How We Help
- Prioritize customers & market segments: Confirm segmentation models and develop tactical targeting for customer-facing roles. Develop firmographic drivers and customer profiles that facilitate prioritization. Integrate new targeting schemes for customers (prospects and current) into CRM and account plans.
- Redefine job models to reach, partner and serve: Revise R&Rs and workload models for customer facing roles and reveal prospect and expansion selling potential. Define and clarify required commercial activities that drive success across customer lifecycle, internal partners, and products and services
- Connect sales process & value messaging: Develop new value messaging and refresh sales process playbooks and training, especially with greater and more complex solution sets. Re-confirm and integrate sales stages for sales cycle progression and build pipelines with more relevant data. Engage front-line sales manager coaching that facilitate plays and pipeline reviews.
- Leverage cross-selling & usage of specialists Ensure clarity of team selling rules of engagement (ROE) for specific GTM/segment teams. Align incentive comp plans with product objectives, degree of influence and time allocations. Re-examine cross-selling responsibilities given the increase in virtual interactions.
- Redesign commercial model enablement: Upgrade revenue operations to facilitate commercial initiatives, including segmentation, playbooks and quotas. Prioritize and drive targeted program investments based on ROI and requirements across segments. Partner with leadership, collect and report on success metrics for new commercial models.
- Realign incentive compensation: Develop new measures, weights and payout curves that drive an updated commercial model. Examine all commercial roles to ensure alignment of KPIs and behaviors. Finally, manage the change with messaging and tools to enable sellers to win.
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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Talent Development: From Super Seller to Performance Multiplier – Rethinking the Sales Manager Role
WebinarJune 23, 2026 | 2:00 – 2:45 p.m. ET | Virtual
Sales managers are operating in an environment of constant change and increasing pressure, yet when top sellers are promoted into management, the job itself is rarely reset. Managers have new expectations to lead the team, navigate change and impact culture, but time is still spent deal by deal, leaving managers with no time for anything else. The result can be lagging team performance and stalled change adoption, driven not by effort gaps but by a lack of role clarity and talent development. Sales managers need a new way forward and the organizational support behind them to succeed.
What You’ll Learn:
In a guided interview with Alexander Group consultants and through real client examples and Alexander Group insights, you’ll examine how the sales manager role has expanded. We’ll make the business case for refocusing sales managers as one of the highest leverage investments organizations can make. You’ll see how the spearhead sales manager model reframes the role from super seller to performance multiplier, shifting focus from individual deal support to sustained team development and business impact. You’ll leave with specific actions you can take after the webinar to realign roles, expectations and enablement around sales managers.
Why Attend?
You will leave the webinar with:
- A clear, research-backed point of view on how the sales manager role has changed, and how sales managers must lead differently today.
- Concrete actions you can take as a leader or enablement partner, including how to clarify sales manager job priorities, put the right support structures in place, and develop playbooks that reinforce consistent execution.
- Insight-driven guidance you can apply immediately, informed by data, research and real client work to help you better support frontline leadership.
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Tuesday, June 23, 2026
2:00 p.m. – 2:45 p.m. ET -
Virtual
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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 Energy & Utilities 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
Is your go-to-market strategy focused on sales productivity to ensure profitable growth?