Financial justification remains a requirement, this according to research by IDC’s business value consulting group, with a whopping 95% of decision makers requiring proof of business value outcomes prior to considering and approving a business purchase. Although required to gain approval, buyers struggle with the metrics and models to provide financial justification to ever more frugal executives and buying committees, delaying or in many cases stalling the decision entirely. If you are an IT or B2B solution provider, the research clearly indicates you can’t leave financial justification to your buyer, or worse, to an unarmed sales rep. In this keynote presentation at the Business Value Summit in Santa Clara CA, Randy Perry VP of Business Value Consulting for IDC and Tom Pisello, CEO / Founder of Alinean discuss the increasing need for financial justification by IT and other B2B buyers and what you need to do now as a solution provider to meet and exceed this requirement. If you are in product marketing, content development, value engineering or sales enablement, this is a must attend event, to get tangible advice on how to drive more deals, win rates and sales cycle acceleration.

1. #BVSummit
Why Business Value is So Important
1
Tom Pisello
CEO / Founder
tom@alinean.com
@tpisello
@AlineanROI
http://www.alinean.com
Copyright © 2001-2017 Alinean, Inc
Randy Perry
Vice President,
Business Value Consulting
@IDC
http://www.idc.com

2. #BVSummit 2
Who Controls the Purchase Decision?
58%
Business
42%
IT

3. #BVSummit 3
Stakeholders Involved in Decision Making?
43%
over past two years
8 to10stakeholders involved in typical
technology purchase decision
LOB Leaders
Security
Procurement
Finance
ExecutivesIT
Dev Ops
User Groups

4. #BVSummit 4
What Business Value Matters Most?
13%
24%
28%
35%
Value Map™

5. #BVSummit
There is a new set of buying criteria
5
IT priorities
 Scalability
 Reliability
 Flexibility
 Performance
 Customer experience
Business priorities
 Revenue growth
 Customer experience
 Profitability
 Agility
 Innovation
IT Challenges
 Infrastructure limitations
 IT skillset limitations
 Capacity
 Efficiency and Control
Buying Criteria
 Improve business outcomes
 Improve business
performance
 Financial justification
© IDC Visit us at IDC.com and follow us on Twitter: @IDC

6. #BVSummit 6
Companies digitally
linking their distributed
enterprises have
increased their profit
margins by 30-50%
Organizations with
digital ready networks
are seeing 2 to 3 times
the revenue growth of
organizations without.
Companies with the majority of their
business applications running in
public and private cloud have
reduced their operating costs by
5 to15% compared to companies
with most of their apps running on
traditional infrastructure
Companies with 65%+ of
their business applications
available to all mobile users
were able to reduce time to
market for new products
by 58%
Companies
implementing data
analytics solutions
were able to predict
events or outcomes
with16% more
accuracy
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Transformative technologies lead to better business
outcomes….

7. #BVSummit 7
Business Outcomes KPI Gains Annual Benefits per Cloud Application
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Better business outcomes drive business performance

8. #BVSummit 8
Importance
Performance
Revenue
growth
$3,354 Revenue from
new products
$2,075
Employee
productivity $3,549
Customer
Retention
$1,191
Reduced
Operational
Costs
$1,103
Quicken the
adoption of new
applications $1,573
Time to market for new
services/products
$2,270
New customer
Acquisition
$569
Business Outcomes by Performance and Importance ($ per Employee)
© IDC Visit us at IDC.com and follow us on Twitter: @IDC
Business buyers value linkages between your
products/services & business outcomes

9. #BVSummit 9
Company
Products / Services
Features
Price
74%
Remain too focused on
features & price vs.
business value
55%
Don’t do a good job
articulating unique
business value of proposed
solutions
65%
Are not investing enough in business value marketing /
selling or are worse, cutting back on their efforts &
investments
How do Buyers Perceive your Marketing & Selling?

10. #BVSummit 10
Why you can’t leave Financial Justification to Chance?
95%
Require financial justification on
significant technology purchases
2/3rds
Don’t have the knowledge, research
metrics or tools needed to deliver
requisite financial justification
81%
Expect vendors to quantify value / deliver
financial justification for proposed solutions
<15%
Trust the financial justification unless it
includes 3rd party models, tools &
research

11. #BVSummit 11
BenefitsValue
The Difference Between Benefits & Business Value
Inside OutOutside In

12. #BVSummit 12
New Brain,
Logic
Logos
Reptilian Brain,
Emotions
Pathos
Middle Brain,
Credibility
Ethos
Why Change? Why Now? Why You?
Ideas Exploration Evaluation Selection
3rd Party
Certification
The Buyer’s Journey & Business Value Articulation

13. #BVSummit
Why Change? Why Now? Why You?
Ideas Exploration Evaluation Selection Renewal
Why Renew?
Value Surveys & Research
Value Messaging Workshops & Value Matrices
Value Training and Certification
MarketingSales&Consulting
Foundational
Value Articulation Tools ROI / TCO Business Case Tools
Dynamic White Papers
Assessment & Financial / Metric
Benchmarking Tools
Business Value Sales & Marketing Tools
$8.10 for every
$1 invested

14. #BVSummit
Why Business Value is So Important
14
Tom Pisello
CEO / Founder
tom@alinean.com
@tpisello
@AlineanROI
http://www.alinean.com
Copyright © 2001-2016 Alinean, Inc
Randy Perry
Vice President,
Business Value Consulting
@IDC
http://www.idc.com