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Proving Your Value to Frugal Buyers
Tom Pisello
CEO & Founder
The ROI Guy
@tpisello
@AlineanROI
http://www.alinean.com
90
12
1 Communicating Value
Messages
Of Sales Reps are
Value-Focused
Of buyers need
bottom-line proof
prior to purchase
(IDC)
(Forrester)
(Sirius Decisions)
Up to 40%
Discounting
22%
Longer Sales Cycle
Sirius Decisions U of Dayton
Benefits Estimators ValueStory App ROI / TCO Tools
Why Change? = Cost of Do Nothing
Costs
Time to Market
Territory
Limitations
Customer Churn
Competitive
Losses
Innovation
Challenges
Sales Cycle
Delays
Pricing Challenges
& Discounting
Agility
Challenges
Scalability
Challenges
Downtime
Compliance
Breach
Data Loss
Fines &
Penalties
Legal
Safety
Legacy
Solution Costs
Productivity
Losses
Inefficient
Processes
Sourcing
Challenges
Turnover
Cost & Schedule
Overruns
Quality
Issues
Labor
Costs
Errors
Risks
Lost Business
Opportunities
Why Now? = Value of Change
Savings
Accelerated Time to Market
New Business Regions
Improved Customer Retention
Reduced Competitive
Losses
Innovation
Accelerated Sales Cycle
Improved Deal Size
AgilityScalability
Improved Availability
Improved
Compliance
Avoided
Breach
Avoided
Data Loss
Reduced Fines
& Penalties
Reduced
Legal Risk
Improved
Safety
Reduced TCO
Productivity
Gains
Streamlined
Processes
Improved
Sourcing
Retention
Managed Costs &
Schedule
Improved
Quality
Reduced Labor
Costs
Reduced
Errors
Risk
Avoidance
Incremental
Business
Why You? = TCO & Value Advantage
Planning
Purchase
Customization
Delivery
Admin & Support
Evolution
Retirement /
Replacement
Your Solution vs. Competition
Operations
Benefits Estimator Example
Scoring against Capability / Maturity Index
Comparison to Peer Averages and Leaders
Real-Time Customer Intelligence Connectors
to MAP / CRM
MAP/CRM Connector
- Registration Data
- Additional Intelligence
- Custom Report Link
Connectors for Eloqua, Marketo,
Salesforce.com +
Real-time for fast follow-up
ValueStory™ Example
ROI / TCO Analysis Example
Personalize
Challenge
Engage
Industry, Location & Size
Buyer’s Role in Purchase Decision
Business Objectives & Challenges
Current Practices & Priority Issues
Cost of Doing Nothing
Benefits and ROI of Change
Quantify Competitive TCO & Value
More Visuals & Less Text
Contrast – Before vs. After
Social Stories – User Successes
& Social Sharing
Tools that Work!
You Need an Edge …
Suite from “Do Nothing” to Yes
Yes = Rational + Emotional
Not just a tool, an Enterprise Platform
Integrated Customer Intelligence
3rd Party Credibility & Experience
Platform
Mobile Sales & Marketing Enablement
International & Security Certified
Helpful Resources
Product, Solution, Value – You Decide!
The Solutions
– Benefit Estimators
– ValueStory
– ROI / TCO Sales Tools
The Proof
Fight Frugalnomics Resource Center

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Proving Your Value to Frugal Buyers

  • 1. Proving Your Value to Frugal Buyers Tom Pisello CEO & Founder The ROI Guy @tpisello @AlineanROI http://www.alinean.com
  • 2. 90 12 1 Communicating Value Messages Of Sales Reps are Value-Focused Of buyers need bottom-line proof prior to purchase (IDC) (Forrester) (Sirius Decisions)
  • 3. Up to 40% Discounting 22% Longer Sales Cycle Sirius Decisions U of Dayton
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  • 6. Benefits Estimators ValueStory App ROI / TCO Tools
  • 7. Why Change? = Cost of Do Nothing Costs Time to Market Territory Limitations Customer Churn Competitive Losses Innovation Challenges Sales Cycle Delays Pricing Challenges & Discounting Agility Challenges Scalability Challenges Downtime Compliance Breach Data Loss Fines & Penalties Legal Safety Legacy Solution Costs Productivity Losses Inefficient Processes Sourcing Challenges Turnover Cost & Schedule Overruns Quality Issues Labor Costs Errors Risks Lost Business Opportunities
  • 8. Why Now? = Value of Change Savings Accelerated Time to Market New Business Regions Improved Customer Retention Reduced Competitive Losses Innovation Accelerated Sales Cycle Improved Deal Size AgilityScalability Improved Availability Improved Compliance Avoided Breach Avoided Data Loss Reduced Fines & Penalties Reduced Legal Risk Improved Safety Reduced TCO Productivity Gains Streamlined Processes Improved Sourcing Retention Managed Costs & Schedule Improved Quality Reduced Labor Costs Reduced Errors Risk Avoidance Incremental Business
  • 9. Why You? = TCO & Value Advantage Planning Purchase Customization Delivery Admin & Support Evolution Retirement / Replacement Your Solution vs. Competition Operations
  • 11. Scoring against Capability / Maturity Index Comparison to Peer Averages and Leaders
  • 12.
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  • 14. Real-Time Customer Intelligence Connectors to MAP / CRM MAP/CRM Connector - Registration Data - Additional Intelligence - Custom Report Link Connectors for Eloqua, Marketo, Salesforce.com + Real-time for fast follow-up
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  • 20. ROI / TCO Analysis Example
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  • 25. Personalize Challenge Engage Industry, Location & Size Buyer’s Role in Purchase Decision Business Objectives & Challenges Current Practices & Priority Issues Cost of Doing Nothing Benefits and ROI of Change Quantify Competitive TCO & Value More Visuals & Less Text Contrast – Before vs. After Social Stories – User Successes & Social Sharing Tools that Work!
  • 26. You Need an Edge … Suite from “Do Nothing” to Yes Yes = Rational + Emotional Not just a tool, an Enterprise Platform Integrated Customer Intelligence 3rd Party Credibility & Experience Platform Mobile Sales & Marketing Enablement International & Security Certified
  • 27. Helpful Resources Product, Solution, Value – You Decide! The Solutions – Benefit Estimators – ValueStory – ROI / TCO Sales Tools The Proof Fight Frugalnomics Resource Center