The Five Pillars of Value Marketing & Selling Success - Maximizing your ROI from ROI
Featuring: Dave Stachura – VP Customer Success, Alinean Tom Pisello – CEO / Founder, Alinean “If you build it, they will come” is a quote made famous in the movie Field of Dreams. While the philosophy behind this saying worked great in a Hollywood movie about a fictional baseball field built in an Iowa cornfield, applying it when launching a new value / ROI tool to your organization may prove disastrous. Once you’ve wrapped up development on that new value / ROI tool, you now have to make sure the launch is successful. A business value / ROI tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more. We have seen incredible roll-out success over the past 20 years of developing and delivering value marketing and selling tools. Some launching with great adoption (>80%) and >$100M+ incremental revenue results, and some, not so much. In this informative session, Dave Stachura, former Sales Enablement lead at AMD and Alinean’s new VP of Customer Success, will discuss the common “failure to launch” characteristics and discuss in detail the Five Pillars of Value Success: the definitive roadmap for launch success.
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The Five Pillars of Value Marketing & Selling Success - Maximizing your ROI from ROI
- 1. Copyright © 2001-2016 Alinean, Inc.Copyright © 2001-2016 Alinean, Inc. The Five Pillars of Value Success 1 Tom Pisello CEO / Founder tom@alinean.com @tpisello @AlineanROI http://www.alinean.com Dave Stachura VP of Customer Success dstachura@alinean.com @davestachura http://www.alinean.com
- 2. Copyright © 2001-2016 Alinean, Inc. 2 “If you build it, they will come.”
- 3. Copyright © 2001-2016 Alinean, Inc. What you expect…what you often get instead 3 Tool Usage Time “Why isn’t this working?” “Utilization Gap”
- 4. Copyright © 2001-2016 Alinean, Inc. 4 Effective Utilization Prodigious Usage x = Value Selling Success
- 5. Copyright © 2001-2016 Alinean, Inc. Success The Five Pillars 5 Elevated Success Business Value / ROI Tools Measurable Outcomes Education & Support Workstream Integration Keep Current & Evolve Superior UX
- 6. Copyright © 2001-2016 Alinean, Inc. The Five Pillars 6 Superior UX Elevated Success Business Value / ROI Tools Workstream Integration Measurable Outcomes Keep Current & Evolve Education & Support Do your users love using your business value / ROI tools?
- 7. Copyright © 2001-2016 Alinean, Inc. Superior UX 7 • Design is overcomplicated • Too much about just numbers • Fear of spreadsheets • Users not involved in design • Lack of ongoing input • Keep it simple • Tell a story • Modern & mobile • Involve users in design • Gather user feedback consistently & evolve Common Oversights Five Pillars Tactics
- 8. Copyright © 2001-2016 Alinean, Inc. The Five Pillars 8 Superior UX Elevated Success Business Value / ROI Tools Workstream Integration Measurable Outcomes Keep Current & Evolve Education & Support Do your users know where to find your business value selling tools and when to use them?
- 9. Copyright © 2001-2016 Alinean, Inc. Workstream Integration 9 Common Oversight Five Pillars Tactics • Out of sight, out of mind • Take the tool to the audience: • Place • Process alignment • Promotion
- 10. Copyright © 2001-2016 Alinean, Inc. The Five Pillars 10 Superior UX Elevated Success Business Value / ROI Tools Workstream Integration Measurable Outcomes Keep Current & Evolve Education & Support Do your users have the knowledge and skills to use the tools in their engagements effectively?
- 11. Copyright © 2001-2016 Alinean, Inc. Education & Support 11 Common Oversight Five Pillars Tactic • Treating training as a pill you take • Training is a health regimen used to achieve the 3 C’s (competency, confidence, credibility) • Through the other 3 C’s: • Certification • Coaching • Concierge
- 12. Copyright © 2001-2016 Alinean, Inc. The Five Pillars 12 Superior UX Elevated Success Business Value / ROI Tools Workstream Integration Measurable Outcomes Keep Current & Evolve Education & Support How up to date is information, messaging and data in your business value / ROI tool?
- 13. Copyright © 2001-2016 Alinean, Inc. Keep It Current & Evolve 13 Common Oversight Five Pillars Tactics • Forgetting that things do change • Develop update plan that includes consistent refreshes • Incorporate user feedback
- 14. Copyright © 2001-2016 Alinean, Inc. The Five Pillars 14 Superior UX Elevated Success Business Value / ROI Tools Workstream Integration Measurable Outcomes Keep Current & Evolve Education & Support Is your business value / ROI program delivering tangible results?
- 15. Copyright © 2001-2016 Alinean, Inc. Measurable Outcomes 15 Common Oversights Five Pillars Outcomes • You are not measuring the right things • You are not setting intermediate goals • There is no communication to executives • Awareness • Adoption • “Moving the needle” metrics: • Deal size • Discounting • Win rates • Sales cycle duration • Quota performance • New rep time to productivity
- 16. Copyright © 2001-2016 Alinean, Inc. Proactive executive communication is critical 16 “Let me show you how this is working”
- 17. Copyright © 2001-2016 Alinean, Inc. The Five Pillars 17 Elevated Success Business Value / ROI Tools Measurable Outcomes Education & Support Workstream Integration Keep Current & Evolve Superior UX
- 18. Copyright © 2001-2016 Alinean, Inc. 18 Thank You
Editor's Notes
- [tie back to field of dreams]