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Financial Justification is a Requirement
1
Tom Pisello
CEO / Founder
tom@alinean.com
@tpisello
@AlineanROI
http://www.alin...
2
Who Controls Technology Purchase Decisions?
42%
IT
58%
Business
3
How Many Stakeholders Are Involved in Decision Making?
43%
over past two years
8 to10stakeholders involved in typical
te...
4
What Business Value Matters Most?
Reduce Business Risks
Reduce Costs
Grow Revenue
Improve Productivity /
Processes
13%
2...
5
Why you can’t leave Financial Justification to Chance?
95%
Require financial justification on
significant technology pur...
6
How Good is Your Value Program?
74%
Remain too focused on features & price vs.
business value
55%
Don’t do a good job ar...
Why Change? Why Now? Why You?
Ideas Exploration Evaluation Selection Renewal
Why Renew?
Value Selling Tools
ROI & TCO Calc...
8
Example: Dynamic White Paper
https://idc.valuestoryapp.com/rhel
Example: Value Storytelling & Business Value Estimation
9
https://kronos.valuestoryapp.com/vat
Financial Justification is a Requirement
10
Tom Pisello
CEO / Founder
tom@alinean.com
@tpisello
@AlineanROI
http://www.ali...
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IDC webcast - Financial Justification a Requirement - the Need for Business Value / ROI for B2B / IT Sales Enablement & Content Marketing

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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 purchase.

Although required to gain approval, buyers struggle with the business value / ROI / TCO 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 a solution provider, the research clearly indicates you can’t leave financial justification to your buyer, or worse, to an unarmed sales rep.

In this webinar, 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 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.

Published in: Sales
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IDC webcast - Financial Justification a Requirement - the Need for Business Value / ROI for B2B / IT Sales Enablement & Content Marketing

  1. 1. Financial Justification is a Requirement 1 Tom Pisello CEO / Founder tom@alinean.com @tpisello @AlineanROI http://www.alinean.com Randy Perry Vice President, Business Value Consulting @IDC http://www.idc.com Copyright © 2001-2016 Alinean, Inc
  2. 2. 2 Who Controls Technology Purchase Decisions? 42% IT 58% Business
  3. 3. 3 How Many Stakeholders Are Involved in Decision Making? 43% over past two years 8 to10stakeholders involved in typical technology purchase decision
  4. 4. 4 What Business Value Matters Most? Reduce Business Risks Reduce Costs Grow Revenue Improve Productivity / Processes 13% 24% 28% 35%
  5. 5. 5 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
  6. 6. 6 How Good is Your Value Program? 74% Remain too focused on features & price vs. business value 55% Don’t do a good job articulating their unique business value 65% Are not investing enough in business value marketing / selling or are worse, cutting back on their efforts & investments
  7. 7. Why Change? Why Now? Why You? Ideas Exploration Evaluation Selection Renewal Why Renew? Value Selling Tools ROI & TCO Calculators Value Surveys & Research Value Messaging Workshop & Value Matrix Value White Papers Dynamic White Papers Business Case & Realized Value Tools MarketingSales&Consulting Foundational Assessment Tools Your Business Value Roadmap Interactive Value Storytelling
  8. 8. 8 Example: Dynamic White Paper https://idc.valuestoryapp.com/rhel
  9. 9. Example: Value Storytelling & Business Value Estimation 9 https://kronos.valuestoryapp.com/vat
  10. 10. Financial Justification is a Requirement 10 Tom Pisello CEO / Founder tom@alinean.com @tpisello @AlineanROI http://www.alinean.com Randy Perry Vice President, Business Value Consulting @IDC http://www.idc.com Copyright © 2001-2016 Alinean, Inc

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