by Ted Grossman, Tech Principal, Alexander Group In recent years, the state of the economy has grown increasingly turbulent amid a host of supply chain disruptions, geo-political influences, and rising inflation. These unpredictable external market factors, combined with the rapid speed at which technology evolves, makes it exceedingly difficult to for players in the high tech industry to ensure consistent growth andprofitability. Furthermore, as competition continues to innovate and […]
Author: Ted Grossman
Ted Grossman is a principal at Alexander Group and a leader of the Technology practice. Ted has extensive experience in the areas of business strategy, business process re-engineering and organizational structure and design with a functional specialty in sales force and channel effectiveness. Ted’s industry background is extensive within the software, telecommunications and high tech manufacturing industries.
Alexander Group: The Evolution of Expansion Selling
Like a scene from Mad Men, the traditional selling model’s goal was to land ‘The Big One’, reaping one-time bookings while gearing up to land the next big account. Enter the XaaS business model, replacing legacy selling with revenue continuity driven by the need to prove ongoing customer value. Sales, Marketing and Service must […]