Alexander Group Announces Health Tech Commercial Study Findings

Posted Mar 12, 2020


Immediate Release

Paula Clark
Content Marketing Manager
The Alexander Group, Inc.®
[email protected]




Alexander Group Announces Health Tech Commercial Study Findings


Scottsdale, Ariz., March 12, 2020 – The Alexander Group, Inc., leading revenue growth consultancy to leading companies, announces that the preliminary findings from its latest Health Tech Commercial research are now available. The research focuses on key market trends; evolving buyer expectations; commercial model evolution; and attracting, developing and retaining talent. Alexander Group collected financial data across several key metrics and gathered qualitative insights from interviews. Target participants include companies selling software and hardware products such as EMR/EHR, AI algorithms, telehealth, population health, clinical administration, revenue cycle management, remote patient monitoring, connected devices and wearables.


“With software, tech-enabled services and digitally enabled tools for providers and patients, health tech companies participate in a very dynamic industry. As such, commercial organizations are constantly evolving to drive sales of new and innovative solutions in a highly competitive market,” said Mike Burnett, principal at Alexander Group. “Our research participants agree that they have a mandate to change but are struggling with execution. It’s becoming clear that health tech leaders must build a new roadmap to revenue growth that requires a complex commercial model including a fully functional pre- and post-sales team that is armed with a full set of tools and resources.”


The research’s qualitative effort focuses on industry concerns, top investment areas and drivers of growth. Research participants are receiving actionable benchmarks and best practices to compare their organizations on:

Financial: Year-over-year revenue growth, bookings productivity

Configuration: Headcounts by role, rep turnover

Role Insights: Sales engineers, implementation team, customer success managers, etc.

Productivity: Revenue per head, revenue growth rate, quota size by role, % of reps at or above quota, new hire ramp time, for example

Sales Compensation: Total cash comp, base salaries, and more


Briefings are now being scheduled to share a summary of the preliminary findings and the associated implications.


In 2020, Alexander Group is continuing its health tech research and expanding participation. This research will provide additional benchmark comparison and help the participants understand what leading health tech companies are doing to win in a competitive environment. 


Contact a health tech leader to request a briefing.


About Alexander Group

The Alexander Group ( provides revenue growth consulting services to the world’s leading sales, marketing and service organizations. Founded in 1985, Alexander Group combines deep experience, proven methodologies and data-driven insights to help revenue leaders anticipate change, align their go-to-customer resources with company goals and make better informed decisions with one goal in mind—to grow revenue. The Alexander Group has offices in Atlanta, Chicago, London, New York, San Francisco, São Paulo, Scottsdale and Vero Beach.