2. IntroducingAnalysisPlace
Comprehensive ROI-based selling platform
Built on ROI models from business value experts
Empowers the entire sales cycle
ROI self-assessment for lead generation
Customer business-case analysis
Product configuration and proposal creation
Automated document generation
Personalized sales presentations, cost/benefit reports, whitepapers and quotations
AnalysisPlace helps corporations and entrepreneurs communicate their value proposition clearly
and effectively to their business clients. Our customer engagement tools allow them to deliver
personalized information to prospects, including customer-specific presentations and sales
collateral, individualized ROI and total cost of ownership analyses, optimized solution designs and
winning proposals.
Sales and marketing professionals who use our tools: get more qualified sales leads, improve close
rates, accelerate sales cycles, and develop more trusted customer relationships
3. AnalysisPlacePlatformOverview
AnalysisPlacedevelops,hosts,andsupportsvalue-focusedsalesandmarketingtools
Marketing (Lead Generation) Tools
Turn website visitors into qualified prospects
Selling (Business Case) Tools
Increase sales efficiency and effectiveness
Personalized Document
Generation
Automate the creation of
personalized customer-ready
datasheets, proposals, business
cases, presentations, interactive
white papers, etc.
Excel or web-based tool options (easily
publish to your website)
Easy to create and maintain (uses Excel-
based logic)
Powerful document generation
(PowerPoint, Word, Excel, and online results
reports)
Totally customizable tools and reports
Robust security, control, usage monitoring,
data capture, and analytics
3rd party tool certification options to
enhance credibility
Extensive experience (business value
modeling, business, technology, sales,
marketing)
Get started risk-free (no upfront cost or
long-term commitment)
2 Primary Tool Types
Word Reports PowerPoint Reports
4. HowAnalysisPlaceWorks
Based on a core ROI model that is specific to your business
Built around your product portfolio and target customer base
Created by AnalysisPlace experts or adapted from your existing models
Sales enters key data to generate models for specific customers
AnalysisPlace tools can support hundreds of customer parameters
They make intelligent decisions when only a few parameters are entered
AnalysisPlace automatically generates PowerPoint and Word reports
Tools can include multiple document templates
Documents incorporate customer-specific analyses, charts, branding and other personalized information
Both cloud-based tools and portable Excel-based tools are available
5. AnalysisPlaceToolsCommunicateValueacrosstheSalesCycle
Lead Generation
Tools
Turn website visitors into qualified
prospects with interactive assessment
tools and calculators
• Show how your products and services deliver quantified value
• Estimate and communicate each prospect’s specific return on investment
• Automatically capture customer data for follow-up and analysis
Selling Tools
Empower your sales team with tools
that quantify and personalize your
value messaging
• Build trust by showing that you understand your customer’s business
• Improve sales efficiency by automating time-consuming manual preparation
• Create customer-specific business cases in minutes
ROI/TCO Analysis
Tools
Diagnostic tools and calculators that
credibly articulate business value
• Easily generate customer-specific ROI analyses that prove your product value
• Clearly quantify benefits, costs, performance, TCO, ROI, and more
• Communicate results with eye-catching displays and output documentation
Product
Configuration Tools
Tools that configure solutions,
estimate product costs/benefits, and
personalize CPQ documentation
• Create solutions that maximize customer value
• Reduce sales engineering effort and eliminate sales bottlenecks
• Simplify configurator design by using Excel-based logic
Document Creation
Tools
Drive rapid buying decisions with
personalized and compelling sales
collateral
• Create attractive personalized proposals, presentations, quotes, and more
• Easily update proposals to reflect evolving customer requirements
• Accelerate approval by automatically including financial justification data
6. AnalysisPlacePackageOverview
Marketing (Lead Generation)
Tool
Sales Tool
Integrated Marketing + Sales
Toolkit
Comprehensive Toolkit
Objective
Get more qualified leads from your
website with interactive self-
assessment tools that clearly
articulate the customer-specific
value of your solutions.
Enable sales staff to articulate value
of solutions to specific customers.
Increase sales efficiency and
effectiveness (improves sales close
rates and cuts cycle times).
Seamlessly combine marketing and
selling tools.
Improve document generation and
analysis efficiency and effectiveness
with a wide variety of advanced
tools.
Users Website visitors
Sales reps, solution engineers,
partners
Prospects and sales Anyone
Common Examples
• TCO and ROI calculators
• Cost and benefit estimators
• Self-assessment tool/surveys
• Solution configuration
• Business case and proposal
automation
• Online ROI calculator integrated
with business case tool
• Highly customizable assessment
tools; often includes multiple
product lines and detailed analysis
Example Tools
AnalysisPlace offers 4 tool packages. They are based on common customer scenarios. The packages are highly customizable.
7. BasePackageFeaturesandPricing
Marketing Tool Sales Tool
Integrated
Marketing + Sales
Toolkit
Comprehensive
Toolkit
Core Features
Tool Formats (Web-based tools can be embedded in
your website or hosted on AnalysisPlace.com)
Web-based Web or Excel-based
Web and/or Excel-
based
Web and/or Excel-
based
Model Scope / Scale
1-2 pages/displays
5-20 input fields
3-8 pages/sheets
40-200 input fields
3-10 pages/sheets
40-220 input fields
8-20+ pages/sheets
100-1000+ input fields
Personalized Document Generation
(Word, PowerPoint, PDF Reports)
1 Template (1-3 pages
each)
2 Templates (3-10
pages each)
3 Templates (2-10
pages each)
8 Templates (5-40+
pages)
Tool Development Services
Standard
Enhanced
Enhanced
Comprehensive
Access Security
Anonymous/External User Access Add-On Option
Secure Internal User Access Add-On Option
Collaboration
‘Contact Me’ and ‘Submit Assessment’ Capabilities Add-On Option
Multi-User Collaboration
Assessment Management
Usage
Monitoring and
Analysis
Real-time Usage Monitoring via Web Portal
User Data Collection and Analytics
Centralized Management Add-On Option Add-On Option Add-On Option
Advanced
Features
Multi-Scenario Analysis Add-On Option Add-On Option Add-On Option
3rd Party Certification (enhance credibility) Add-On Option Add-On Option Add-On Option Add-On Option
External Data Integration Add-On Option Add-On Option Add-On Option Add-On Option
Localization
Multi-Currency Support Add-On Option Add-On Option Add-On Option Add-On Option
Multi-Language Support Add-On Option Add-On Option Add-On Option Add-On Option
Pricing Contact us for pricing. Get started risk free Starting at $5,000 Starting at $11,000 Starting at $15,000 Starting at $25,000
8. ToolPackageExamples
Marketing (Demand Gen) Tools Sales Tool Integrated Marketing + Sales Toolkit
Try this tool at https://www.sailpoint.com/roi-calculator
Online interactive tools that produce more-
qualified leads
Web-based tools that can be embedded in your
website or hosted on AnalysisPlace.com
Try the public portion of this tool at
http://www.earthlinkbusiness.com/voice/hosted-voice-impact-analysis.xea
See the Full Case Study
Integration
Public Lead Gen Tool
Secure Access Selling Tool
Personalized
Customer-
Ready
Reports
Personalized Customer-
Ready Reports
Comprehensive Business Case Tool
Used by sales reps, solution engineers, and partners to
create business cases
Online and/or Excel-based tools
Seamlessly combines marketing tools with sales tools
The external tool user can submit their assessment to sales
reps; who can follow-up, collaborate, and further
refine/configure the user’s assessment in the more-detailed
sales tool
Great-looking
Personalized
Reports
Interactive
Online Tools
and
Calculators
9. IntegratedToolExample: EarthLinkHostedVoiceBusinessImpactAnalysisToolkit
Website Demand Generation Tool Business Case Tool (Secure Access)
Website visitor submits
assessment to sales team
Assigned sales rep
collaborates with prospect
Easily Creates Personalized
Customer-ready PowerPoint ReportsKey Features
Usage monitoring (via web
portal)
Customer data collection and
analysis
Easy to develop, maintain, and
extend
Broad device compatibility
Try the public portion of this tool at
http://www.earthlinkbusiness.com/voice/hosted-voice-
impact-analysis.xea
EarthLink’s tool integrates a public web-based marketing tool with a comprehensive sales tool. Website visitors can “submit” their assessments to EarthLink for
follow-up and collaboration. The comprehensive business case tool enables sales personnel to configure and customize solutions and to create personalized
customer-ready PowerPoint business cases.
10. FlexeraSoftwareImprovesBusinessCase
EffectivenesswithAnalysisPlace
The Challenge
Flexera Software lacked the tools required to efficiently create strong
business cases
Their existing business case model understated the total
business value that could be realized with Flexera’s solutions
Sales cycle times were often extended
Flexera needed better tools to help sales personnel
communicate the customer-specific ROI of their products
Personalized Customer-Ready Business Case Reports
Comprehensive Tool for 5 Product Lines
The Solution
A comprehensive Business Case toolkit:
Covered five key Flexera products
Produced compelling ROI and TCO analysis
Quantified benefits, savings and customer KPIs for individual
customer scenarios and product configurations
Created five personalized customer-ready business case
reports
Could be used collaboratively with customers
The Benefits
Flexera achieved the following benefits:
Reduction in sales cycle times
Reduction in average time to create
business cases from 2 weeks to 1 week
Improvement in proposal
documentation
The tool facilitated communication
with decision-makers
Provided a standard foundation for
customers to share financial and
operational data
Provided improved tools and processes
that supported sales best practices and
the customer engagement model
Enabled Flexera Software to respond
more quickly to business case requests
and customer feedback
“AnalysisPlace has tools to better help us give prospects quantified insights into how we can contribute to their bottom line.
The AnalysisPlace team was professional to work with, offered advice on best practices, and delivered a comprehensive
business case tool in a short amount of time.” – Cyndi Tackett, VP Sales Engineering, Flexera
Flexera Software is a leading global vendor of licensing, compliance and installation software. Flexera
Software’s products increase application usage for producers and enhance the value that enterprises derive
from their software licenses. Many of the world’s most recognizable brands depend on Flexera Software.
Customer
11. ComprehensiveToolSampleContent
Financial Analysis
Analysis of costs and
benefits by type
Cash flow
ROI, payback period, IRR,
NPV
Graphs
Initiative Benefits
Direct and indirect benefits enabled by the
solution. 4 worksheets:
IT Labor/Services TCO and TCO savings
Direct cost savings (IT and business)
Business user productivity benefits
– Individual computing
– Collaborative computing
– PC Systems management
Revenue growth (Margin)
Initiative Costs
All costs needed to implement
and support the selected
solutions (initial one-time and
annual on-going)
Hardware (PCs, servers,
storage, etc.)
Software (apps, OSs, CALS,
databases, etc.)
IT Labor & services
User Costs (Labor & Training)
Solution Descriptions
Provides key features, capabilities, use cases,
benefits, and product details for solutions included
in the model
Non-Financial KPIs
Assessment of how the
solution will likely impact a
variety of business KPIs:
Sales/Marketing
Performance
Business Management
Effectiveness
Supply/Operations
Performance
Technology Effectiveness
IT Spending (TCO)
As-is and to-be (after project
implementation) assessment of
all annual IT expenditures
Hardware
Software
Internal IT personnel
External IT services
Networking &
Telecommunications
AnalysisPlace Tool Business Case
Reports
Executive summary
Organization profile
Solution description
IT Spending (TCO)
Costs
Benefits
KPI assessment
Financial analysis
Business Profile
User Guide
Tool overview
Instructions
Use Rights
Disclaimer
Key inputs that drive costs &
benefits throughout model
Organization profile
Solution Selection and
Configuration
Financial profile
IT & user profiles and
salaries
Rapid ROI
Tools can contain a wide variety of content, lookups, calculations, and analysis. Below is content contained in an
example comprehensive business case tool.
12. ThreeToolFormats
Tool Formats
Typical Uses by Role
Web-Based
(No Excel Needed)
Excel-Based
with Web Services
Excel-Based
Standalone
Marketing Lead Generation
Customer Surveys/Assessments
Sales Executives Value-Based Storytelling
Personalized Sales Presentations
ROI and TCO Analyses
Proposal Generation
Sales Engineering Detailed ROI/TCO Studies
Product Configuration
Consultants Highly Customized ROI/TCO Studies
Personalized Client Reports
Capabilities by Tool Type
Device Compatibility
All Modern Browsers Requires Excel 2007, 2010,
2013
Requires Excel 2007, 2010,
2013
Centralized Cloud Storage
Data Sharing and Collaboration
Tool Can Be Used Offline
Tools can be online (web-based) or Excel-based. Web-based tools can be embedded in your web site or hosted on
AnalysisPlace.com. Excel-based tools can be network/internet-connected using standard web services or they can be
stand-alone. Web-based tools can be integrated with Excel-based tools.
13. UsageMonitoringandAnalysis
The AnalysisPlace platform includes robust
usage monitoring and analysis on most
internet-connected tools
Real-Time Usage Monitoring (via web
portal)
• # of page views
• # of assessments created
• # of input fields modified
• # of Reports created
• # of “Contact Me” requests
• # of “Submit Assessment” requests
Data Analysis
• Detailed reporting and analysis of all data
entered and events collected
14. WhyAnalysisPlace?
Experience
Over 12 years of building highly effective, value-focused business tools
Exceptional business, sales, financial and technology expertise
Proven results
Accelerates B2B sales cycles and dramatically increases close rates
Builds trust and creates close customer relationships
Broad sales cycle coverage
Lead generation, ROI/TCO analysis, sales collaterals
Product configuration and quotations
Robust and flexible documentation generation
Automatically creates personalized Word and PowerPoint documents
Sales presentations, business cases, proposals and more
Flexibility
Analytical capabilities range from simple to highly complex
Tools can include your existing branding, including logos, fonts and colors
Web-based and Excel-based tools
Web-based tools can be hosted by AnalysisPlace or on your own site
Portable Excel-based tools have optional networked collaboration capabilities
Both tool types share a common Excel-based model, making tool updates easy
Assessments created with web-based tools can be opened in Excel (and vice versa)
Support for tablets and other touch-screen devices
Powerful features
Anonymous or restricted access – registered users, domains, customers, …
Usage monitoring and centralized control via administrator web portal
Centralized data collection and analysis
Version control – tools can be set to expire after a given date
Collaboration/sharing, currency switching, language switching
Default value restoration, scenario analysis, assessment management and others
Cost effective
Excel-based approach reduces cost of building, publishing and maintaining tools
Makes innovative use of widely deployed, low-cost technologies
15. SomeofOurCustomers
“AnalysisPlace’s tool-development methodology has been validated and certified to be in compliance with International
Institute of IT Economics (IIIE) standards. IIIE standards compliance and certification can contribute to the credibility and
effectiveness of TCO/ROI-focused vendor sales tools.”
Bill Kirwin, Founder of the International Institute of IT Economics and original creator of Gartner's IT TCO methodology
“AnalysisPlace’s innovative and
quality ROI modeling services
were instrumental in justifying
highly complex customer projects
at Microsoft. Deep understanding
of business, finance, and
technology enabled Andrew Hall
and his team to do magnificent
work and develop high quality
solutions that are still being used
today.”
Daniel Yu, Senior Product
Manager, Microsoft
16. QuantifiedROIIstheKeytoValue-BasedSelling
“The IT buying decision has shifted from promises to facts.
The promise of richer functionality has been replaced with the
demand for bottom line financial impact – what’s the cost,
what’s the return, how soon and how can you prove it.”
– Ernst & Young Fortune 1000 IT Buyer Survey
17. WhatAretheBenefitsofROI-BasedSelling?
More qualified leads Prospects who contact vendors after evaluating ROI
using a self-assessment tool are more likely to buy
Better close rates Credible, quantified business cases make it much
easier to gain investment approval
Faster sales cycles Introducing ROI early in the sales cycle creates
organizational buy-in and compelling reasons to buy
Trusted relationships Sellers show they understand their customer’s business,
encouraging customers to share insights and information
18. ManyITVendorsFailtoCommunicateTheirQuantifiedValue
80% of buyers expect vendors to quantify financial benefits
61% of buyers rate a vendor’s ability to quantify their value as important
But …
Only 40% of vendors provide a financial business case on a consistent basis
Only 2% of buyers have a high level of trust in the metrics that vendors provide
Only 2% of vendors quantify and communicate their value effectively
19. WhyIsQuantifyingValueDifficultforVendors?
Inadequate ROI models ROI models often lack credibility because they do not
accurately reflect the customer’s business
Lack of sales resources Creating customer-specific ROI analyses and other
personalized collateral consumes vast amounts of time
Lack of analysis skills Sales does not have the tools or knowledge needed to
develop compelling financial justifications
No repeatable processes Sellers waste time and deliver inconsistent results
because they have to start over again for each prospect
20. NextSteps
Learn more
• www.AnalysisPlace.com
Contact Us
• Andrew Hall: 1-412-344-5103
Schedule a free consultation and/or demo
• AnalysisPlace.com/Contact-Us/Free-Consultation
Try AnalysisPlace
• AnalysisPlace.com/Free-Value-Assessment
• Use this free tool to assess the ROI of AnalysisPlace for your
business! Try out our AnalysisPlace value assessment tool to
estimate the quantified benefits AnalysisPlace can deliver for your
business, along with approximate costs and suggested tool
configurations. There is no obligation or registration required. It’s
easy and completely confidential.
