Proving Your Value to Frugal Buyers

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Alinean, Inc.

Empresariales Tecnología

Prove Your Value to
Frugal Buyers

Tom Pisello
CEO & Founder
The ROI Guy

Twitter: @tpisello
@AlineanROI

Frugal
2 X (Cost of doing nothing + benefits of change)
> costs of change

Skeptical More Stakeholders
More risk averse than ever 10 stakeholder per avg. decision
Tired of traditional pitches 2x over past decade
Need personalized & > Financial /Procurement Scrutiny
compelling insight

Overloaded
In Control Doing-more-with-less
Fueled by Internet & social media > 100 emails, > 10 calls/day
Opportunities, you & your competition Less time for vendors
Inviting sales later (> 65% along)

Of deals are not lost to competition,
instead are lost to the “Do Nothing” buyer
(Sales Benchmark Index)

Of prospects stick with business as usual
because not seeing a quantified reason to change

are not able to justify change on their own
Turn to you for help!

65%
To those setting
35%
To those winning
buying need the bake-off

41% of marketers
believe content
ineffective

90% of Content
not leveraged by
sales
Illuminate Compelling Issues Solutio n Business Case
Cost of Doing Nothing Benefits of Change Quantified Competitive
Advantage

Forrester, BMA, Content Marketing Instit ute

65%
To those setting
35%
To those winning
buying need the bake-off

Illuminate Compelling Issues Solutio n Business Case
Cost of Doing Nothing Benefits of Change Quantified Competitive
Advantage

Forrester, BMA, Content Marketing Instit ute

Mobility Value Estimator

http://www.kony.com/mobility-estimator

CSC Cloud Computing

https://roianalyst.alinean.com/csc/Cloud_IaaS/

Tools that Work!
Industry, Location & Size
Personalize Buyer’s Role in Purchase Decision
Business Objectives & Challenges

Cost of Doing Nothing
Challenge Benefits and ROI of Change
Quantify Competitive Value

More Visuals & Less Text
Engage Contrast – Before vs. After
Social Stories – User Successes
& Social Sharing

Tools that Work!

Value Marketing Tools Value Selling Tools
Position Design
Push Why + Value
Pull Awareness
Proactive Field Training
ROI Guarantee Support
Success Stories
Refresh
ROI Guarantee

You Need an Edge …
Yes = Rational + Emotional

Suite from “Do Nothing” to Yes

Platform
Not just a tool, an Enterprise Platform

Integrated Customer Intelligence

Mobile Sales & Marketing Enablement
International & Certified

3rd Party Credibility & Experience

Next Steps
• Product, Solution, Value – You Decide!

• The Solutions
– Benefit Estimators
– ROI / TCO Sales Tools

• The Proof
• Fight Frugalnomics Resource Center

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