Distribution

Create a Unique Customer Experience

When Disruption Threatens, Differentiate to Add Value

Providing customer value goes beyond offering products through e-commerce channels. It requires a unique customer experience (CX) that sets you, the distributor, apart from your competitors.

Value means more than ease of ordering, efficient processes and immediate delivery. Customers now expect distributors to anticipate their needs before placing an order.

At the same time, distributors face low margins, talent shortages and increased competition, making it challenging to compete profitably in today’s market. How can distributors provide exceptional CX, grow revenue and differentiate themselves from competitors in a disruptive market?

The answer lies in aligning your strategy, processes and resources so you can execute your business model flawlessly.

Alexander Group helps leading companies differentiate their revenue organization by clearly defining their objectives, investing in the right resources and deploying a go-to-market model that balances growth and maximizes customer lifetime value.

How We Help

  • Revitalize your sales organization: Positioning your company for revenue growth demands high organizational readiness and can require an in-depth look at every facet of the sales organization. But the payoff is worth the effort. Companies that successfully implement revenue growth strategies enjoy 10-20% revenue gains. The goal requires determining the best sources for revenue growth and defining the most effective ways to sell. For instance, going deeper on content, products and customer service to provide an invaluable user experience and lead to higher growth.
  • Align Revenue Operations: Using our Revenue Growth Model™, we will help you equip your Sales, Marketing and Support teams to deliver value in a way that will differentiate your products and services, command a premium and deliver profitable growth. For instance, by integrating Marketing, Sales and Service under one leader, the Chief Revenue Officer, you will stay focused on the entire customer continuum, maintain a pulse on customer needs and create a solid vision for the future.
  • Enhance channel partner programs: Offer customers a complete solution, including the resources, support and specialized knowledge to demonstrate your unique value. Many enterprises see revenue increases by forming channel partnerships with other successful companies that can reach new markets, add value to their services or enhance their delivery capabilities.
  • Move from product-focused to service-oriented: Customers value an experienced provider with subject matter experts who can simplify the purchasing process. In the highest-performing organizations, Marketing, Sales and Service team members collaborate to build solutions that expand upsell and cross-sell opportunities identified throughout the buyer journey.
  • Prioritize marketing investments: Evaluate current and new markets, identify areas of opportunity and optimize marketing channels, mix and return. Maximize customer lifetime value through continuous buyer engagement. Targeted marketing investments optimize ROI while reaching the right market segments.

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Open Opportunities Briefing Offers

Upcoming Distribution Events

Sales Compensation Symposium

Reserve your spot at Alexander Group’s upcoming Sales Compensation Symposium. Join leading manufacturers and distributors as we discuss the latest strategies and best practices to support your sales reps as you look to set, measure and compensate success.

Practice Leadership

Arshad Carim Principal
Quang Do Principal
Priya Ghatnekar Principal
Mason Ginsberg Director
Andrew Horvath Principal
Norberto Lopez Director
Kyle Uebelhor Principal

Research & Benchmarks

Get access to the latest go-to-market research and benchmarks to leverage growth drivers for valuation improvement

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