Chemicals, Packaging & Specialty Materials

The Key to Innovation

Deliver Customer Value

While new product development and advanced technologies have been the standard approach to achieving a competitive edge, leading firms realize that innovation now stems from creating a differentiated customer experience.

Customers who receive additional value through new solution offerings that include insights into product quality and performance and receive extended services outside of the standard sale are likelier to remain loyal.

Commercial models must adapt as chemicals, packaging and specialty materials manufacturers and distributors develop go-to-market strategies that focus on providing customer value. Deploying overlay roles to sell applications, expanding e-commerce platforms for all customer levels and strengthening partner relationships to provide connected logistics are three emerging trends that high performers employ to innovate the customer experience successfully.

Specialist overlay roles for application selling: Traditional sellers may need to gain the skills to communicate the value proposition of application solutions effectively. In addition, adding specialists generates more significant opportunities for expanding the footprint within existing accounts, providing customer “stickiness” while driving incremental margins.

Rise of e-commerce: All customer tiers are now engaging and purchasing daily. As a result, it is now a necessity to ensure quick product ordering and fulfillment.

Deep partner relationships for connected logistics: The demand for connected logistics between manufacturers and distributors is more critical than ever. Distributors must provide the necessary customer purchasing behavior insights and data to help manufacturers develop the offerings and applications buyers desire.

Is your organization developing an innovative customer experience to remain competitive? Alexander Group helps you design job roles, processes and tools that align with your go-to-market model, enhancing partner relationships, sales growth and value-added customer experiences.

How We Help

  • Solution selling: Drive commercial team collaboration and accountability.
  • Coverage models: Target the right opportunities with the right value by determining your market opportunity and specialty roles.
  • Revenue Operations: Invest in Revenue Operations to integrate Marketing, Sales and Service and drive commercial efficiency.
  • Sales compensation: Align sales compensation and quota programs to motivate and achieve more aggressive business goals.
  • Actionable research & benchmarks: Provide current and relevant data, trends and benchmarks to help guide sales, marketing and operational decisions.
  • Opportunity modeling & territory design: Understand your share of wallet at the account or territory level and right size your resources for profitable growth.

Participate in Our Research

Open Opportunities Briefing Offers

Upcoming Manufacturing and Distribution Events

  • B2B Marketing: Marketing, Product & Digital Strategies for Growth

    Virtual Roundtable

    Generating demand, driving conversion and enhancing customer experience are key marketing objectives for growth. But which marketing, product and digital resources and investments should be made to achieve these goals?

    Join your colleagues for a B2B marketing virtual roundtable where Alexander Group marketing services practitioners will explore recent insights and data on the five marketing growth plays for commercial excellence generated from a survey with 200+ marketing leaders and 35+ interviews with B2B marketing executives.

    • Tuesday, February 18, 2025
      10:00 a.m. – 11:00 a.m. EST
    • Virtual
  • Revenue Operations Symposium

    Virtual

    The Revenue Operations Symposium provides the latest research, trends, practical examples and best practices on key topics to evolve and adapt RevOps functions:

    • Provide insight and drive processes that increase commercial team productivity to grow existing and new business
    • Enhance customer experience and revenue potential through cross-functional operations
    • Provide advanced analytics that use forward-looking data to drive decision-making for commercial teams

    Attendance is complimentary. Event details, speakers and agenda to come soon.

    • Wednesday, March 12, 2025 –
      Wednesday, March 12, 2025
    • Virtual
  • Women Revenue Leaders Forum

    St. Regis Hotel, Chicago, IL

    Join hundreds of women senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas.

    • Tuesday, April 29, 2025 –
      Wednesday, April 30, 2025
    • St. Regis Hotel, Chicago, IL
  • Marketing Symposium

    New York, NY

    Exclusively for B2B marketing executives, the B2B Marketing Symposiums create an innovative space for leaders to network and contribute skills, knowledge and experiences across B2B marketing practices including:

    • Marketing archetypes
    • Customer segmentation and targeting
    • Customer persona profiling
    • Opportunity modeling
    • Demand generation
    • Modernizing product commercialization
    • Generative AI for marketing
    • Revenue attribution
    • Marketing ROI
    • And more!

    Attendance is complimentary. Event details, speakers and agenda to come soon.

    • Tuesday, June 10, 2025 –
      Tuesday, June 10, 2025
    • New York, NY
  • Marketing Symposium

    London, UK

    Exclusively for B2B marketing executives, the B2B Marketing Symposiums create an innovative space for leaders to network and contribute skills, knowledge and experiences across B2B marketing practices including:

    • Marketing archetypes
    • Customer segmentation and targeting
    • Customer persona profiling
    • Opportunity modeling
    • Demand generation
    • Modernizing product commercialization
    • Generative AI for marketing
    • Revenue attribution
    • Marketing ROI
    • And more!

    Attendance is complimentary. Event details, speakers and agenda to come soon.

    • Thursday, June 12, 2025 –
      Thursday, June 12, 2025
    • London, UK
  • Sales Compensation Symposium

    Virtual

    Explore the latest trends, share ideas and experiences, and network with your peers at the #1 event for sales compensation professionals!

    Sales Compensation is a convergence accelerator—it brings together organizational structure, jobs, processes and metrics to deliver faster ROI and customer value. Leading firms use sales compensation as a strategic advantage by defining strategy, managing success metrics, assisting with change management and ultimately providing continuous improvement tactics.

    At the Sales Compensation Symposium, you will engage with sales comp colleagues and experts through keynotes, panels and workshops. The Sales Compensation Symposium provides the latest research, trends, practical examples and best practices of sales compensation governance, design and administration.

    • Tuesday, August 5, 2025 –
      Tuesday, August 5, 2025
    • Virtual
  • Sales Compensation Symposium

    San Francisco, CA

    Explore the latest trends, share ideas and experiences, and network with your peers at the #1 event for sales compensation professionals!

    Sales Compensation is a convergence accelerator—it brings together organizational structure, jobs, processes and metrics to deliver faster ROI and customer value. Leading firms use sales compensation as a strategic advantage by defining strategy, managing success metrics, assisting with change management and ultimately providing continuous improvement tactics.

    At the Sales Compensation Symposium, you will engage with sales comp colleagues and experts through keynotes, panels and workshops. The Sales Compensation Symposium provides the latest research, trends, practical examples and best practices of sales compensation governance, design and administration.

    • Thursday, August 7, 2025 –
      Thursday, August 7, 2025
    • San Francisco, CA
  • Sales Compensation Symposium

    Minneapolis, MN

    Explore the latest trends, share ideas and experiences, and network with your peers at the #1 event for sales compensation professionals!

    Sales Compensation is a convergence accelerator—it brings together organizational structure, jobs, processes and metrics to deliver faster ROI and customer value. Leading firms use sales compensation as a strategic advantage by defining strategy, managing success metrics, assisting with change management and ultimately providing continuous improvement tactics.

    At the Sales Compensation Symposium, you will engage with sales comp colleagues and experts through keynotes, panels and workshops. The Sales Compensation Symposium provides the latest research, trends, practical examples and best practices of sales compensation governance, design and administration.

    • Tuesday, August 19, 2025 –
      Tuesday, August 19, 2025
    • Minneapolis, MN
  • Sales Compensation Symposium

    New York, NY

    Explore the latest trends, share ideas and experiences, and network with your peers at the #1 event for sales compensation professionals!

    Sales Compensation is a convergence accelerator—it brings together organizational structure, jobs, processes and metrics to deliver faster ROI and customer value. Leading firms use sales compensation as a strategic advantage by defining strategy, managing success metrics, assisting with change management and ultimately providing continuous improvement tactics.

    At the Sales Compensation Symposium, you will engage with sales comp colleagues and experts through keynotes, panels and workshops. The Sales Compensation Symposium provides the latest research, trends, practical examples and best practices of sales compensation governance, design and administration.

    • Thursday, August 21, 2025 –
      Thursday, August 21, 2025
    • New York, NY
  • Executive Forum

    The Breakers | Palm Beach, Florida

    Join hundreds of senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas for how to align growth through convergence.

    • Wednesday, October 22, 2025 –
      Friday, October 24, 2025
    • The Breakers | Palm Beach, Florida

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

Research & Benchmarks

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