Transforming Challenges into Opportunities
Tackling Talent Shortages and Keeping Pace with Innovation
The IT services industry is constantly being shaped by the fast pace of technological innovation, which presents both challenges and opportunities for commercial organizations in the space. While remote work and technological advancements in cloud, cybersecurity and AI have increased the demand for IT services, they have also increased customer expectations. Customer demands for seamless experiences, personalized services and rapid problem resolution is an ongoing obstacle for IT Services providers, requiring companies to react efficiently and effectively.
At Alexander Group, we have deep expertise and experience across the IT services industry. We help VARs, SIs, MSPs, consultants and end-to-end solution providers:
- Optimize investments in sales and marketing capabilities, including go-to-market (GTM) model and process design, structure, compensation and enablement.
- Develop and execute effective pipeline development strategies, such as lead generation, qualification and conversion.
- Make informed decisions with insight into segmentation and ideal customer profiles (ICPs) by value proposition and customer needs.
How We Help
- Targeting for growth: Alexander Group helps organizations segment their fragmented customer base, quantify their addressable market opportunity, and improve targeting for sales and marketing programs.
- Diversifying revenue streams: As providers are tasked with driving more diverse service offerings, Alexander Group helps leadership translate various growth goals into a cohesive, actionable go-to-market coverage model and demand generation program.
- Define specialist roles: Alexander Group helps clients strike the right balance of sales and technical specialists, lead generation, customer success and revenue operations critical to success in today’s market. This combination maximizes long-term revenue and customer retention, providing a more targeted and effective approach to sales and marketing.
- Re-build outdated incentive programs: Alexander Group helps align sales compensation plans with current business objectives (e.g., increasing margin, emphasizing recurring revenue) and market trends to drive growth.
- Determine the right RevOp investments: As IT services providers grow, Alexander Group helps clients determine the right operational capabilities and digital investments required to increase marketing automation, AI/analytics and overall sales effectiveness.
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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Revenue Operations Symposium
VirtualThe 2026 Revenue Operations Symposium is designed for leaders and practitioners who are shaping the future of commercial operations. This year’s virtual event brings together the latest research, actionable insights and practical strategies to help you:
- Lead Teams Through Change: Explore how AI is transforming sales enablement and what it takes to guide teams through evolving commercial landscapes.
- Multiply Productivity: Discover new approaches to territory and quota design, and how strategic planning can unlock greater performance.
- Advance RevOps for Scale: Learn how to evolve your RevOps function to support growth, adaptability and cross-functional collaboration.
- Harness Advanced Analytics: See how AI and machine learning are driving customer engagement, segmentation and growth opportunities.
- Accelerate Innovation: Dive into best practices for new product development, partner programs, and incentive design to maximize ROI and market impact.
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Wednesday, April 15, 2026 –
Wednesday, April 15, 2026 -
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 IT Services 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.