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.
The Five Pillars of Value Marketing & Selling Success - Maximizing your ROI f...Alinean, Inc.
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.
SiriusDecisions - The Value of Value Selling & Marketing - Using ROI / TCO To...Alinean, Inc.
Your buyers are concerned about the economics of each purchase decision, and as a result, require financial justification early and often throughout the buyers journey.
At the same time, your standard product-centric content and demo-laden sales approach haven’t kept pace.
You have to change, and in order to do so, need to invest in new content, tools and training to effectively implement a value-focused sales and marketing approach. But this is easier said than done, as many organizations are scrutinizing new sales and marketing investments, spending less, not more, on content and enablement.
So, how do you make the case for more investment in value?
How do you quantify the tangible value of value, to make a solid business case?
In this interview, Peter Ostrow , Research Director from the sales and marketing advisory firm SiriusDecisions, discusses the business benefits of Value, with solid advice on how to measure the impact and prove the ROI from taking your value selling and marketing from “good” to “great”.
This session will give you the practical models and metrics to quantify and communicate the business case for Value, providing the framework to establish the right Value Marketing and Selling programs, project the potential business value and drive outcomes post deployment.
November 10, 2016 11:00 am
Duration: 45 minutes
Presented By
Peter Ostrow
SiriusDecisions
Research Director, Sales Enablement Strategies
Tom Pisello
The ROI Guy
Alinean
CEO & Founder
Value Selling & Realization VSR Summit - The Importance of Getting Value / RO...Alinean, Inc.
Keynote for the Value Selling and Realization Summit (VSR Summit) on the importance of getting value selling / ROI consulting right with B2B buyers / prospects. Featured Jim Ninivaggi from SiriusDecisions / Strategy to Revenue and Tom Pisello, the ROI Guy / CEO of Alinean (value sales and marketing tool experts).
SiriusDecisions Sales Content Secrets - Aligning to Customer Needs and Challe...Alinean, Inc.
The importance of sales content remains strong, with 79% of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another
New research results from SiriusDecisions reveal the significance of Sales Content to winning more business, revealed by Heather Cole, Services Director of Sales Enablement with SiriusDecisions, in a compelling webcast interview with Alinean’s own Tom Pisello.
In the session, Heather indicated that more sales content than anticipated was being leveraged by sales reps throughout each stage of the buyer’s journey, with the research tallying an average of 6.3 pieces delivered to buyers in the Education phase, 6.1 in Solution, and 4.9 in Selection,
But more content does not guarantee accelerated decisions, greater deal size or more wins. The research quantified for the first time that all content is not created equal, with a decided difference in the assets used more often by the highest performing sales reps compared to low performers and middlers. Most importantly, the research uncovered and ranked content as to perceived value to buyers.
Interpreting the results, Heather Cole exposed how today’s B2B buyer isn’t valuing product videos and glossy brochures as high as one might think. Rather, decision makers want relevant insights and transformative advice, perceiving 3rd party research and articles as most valuable, as well as valuing solid ideas and proposals based on identified needs.
From Customer Success Summit 2017 - Richard Owen, CEO at Satmetrix discusses, "The New Currency of Competitive Companies".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
Setting KPIs and Calculating ROI for GamificationCentrical
How to calculate return on investment (ROI) and set key performance indicators (KPIs) for an enterprise gamification project - in sales, customer service, knowledge collaboration, training and onboarding, social networks and more
The Five Pillars of Value Marketing & Selling Success - Maximizing your ROI f...Alinean, Inc.
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.
SiriusDecisions - The Value of Value Selling & Marketing - Using ROI / TCO To...Alinean, Inc.
Your buyers are concerned about the economics of each purchase decision, and as a result, require financial justification early and often throughout the buyers journey.
At the same time, your standard product-centric content and demo-laden sales approach haven’t kept pace.
You have to change, and in order to do so, need to invest in new content, tools and training to effectively implement a value-focused sales and marketing approach. But this is easier said than done, as many organizations are scrutinizing new sales and marketing investments, spending less, not more, on content and enablement.
So, how do you make the case for more investment in value?
How do you quantify the tangible value of value, to make a solid business case?
In this interview, Peter Ostrow , Research Director from the sales and marketing advisory firm SiriusDecisions, discusses the business benefits of Value, with solid advice on how to measure the impact and prove the ROI from taking your value selling and marketing from “good” to “great”.
This session will give you the practical models and metrics to quantify and communicate the business case for Value, providing the framework to establish the right Value Marketing and Selling programs, project the potential business value and drive outcomes post deployment.
November 10, 2016 11:00 am
Duration: 45 minutes
Presented By
Peter Ostrow
SiriusDecisions
Research Director, Sales Enablement Strategies
Tom Pisello
The ROI Guy
Alinean
CEO & Founder
Value Selling & Realization VSR Summit - The Importance of Getting Value / RO...Alinean, Inc.
Keynote for the Value Selling and Realization Summit (VSR Summit) on the importance of getting value selling / ROI consulting right with B2B buyers / prospects. Featured Jim Ninivaggi from SiriusDecisions / Strategy to Revenue and Tom Pisello, the ROI Guy / CEO of Alinean (value sales and marketing tool experts).
SiriusDecisions Sales Content Secrets - Aligning to Customer Needs and Challe...Alinean, Inc.
The importance of sales content remains strong, with 79% of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another
New research results from SiriusDecisions reveal the significance of Sales Content to winning more business, revealed by Heather Cole, Services Director of Sales Enablement with SiriusDecisions, in a compelling webcast interview with Alinean’s own Tom Pisello.
In the session, Heather indicated that more sales content than anticipated was being leveraged by sales reps throughout each stage of the buyer’s journey, with the research tallying an average of 6.3 pieces delivered to buyers in the Education phase, 6.1 in Solution, and 4.9 in Selection,
But more content does not guarantee accelerated decisions, greater deal size or more wins. The research quantified for the first time that all content is not created equal, with a decided difference in the assets used more often by the highest performing sales reps compared to low performers and middlers. Most importantly, the research uncovered and ranked content as to perceived value to buyers.
Interpreting the results, Heather Cole exposed how today’s B2B buyer isn’t valuing product videos and glossy brochures as high as one might think. Rather, decision makers want relevant insights and transformative advice, perceiving 3rd party research and articles as most valuable, as well as valuing solid ideas and proposals based on identified needs.
From Customer Success Summit 2017 - Richard Owen, CEO at Satmetrix discusses, "The New Currency of Competitive Companies".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
Setting KPIs and Calculating ROI for GamificationCentrical
How to calculate return on investment (ROI) and set key performance indicators (KPIs) for an enterprise gamification project - in sales, customer service, knowledge collaboration, training and onboarding, social networks and more
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...Apttus
Given the pace of business, its imperative that Sales Ops enables the sales organization with high-quality proposals and quotes that can be turned around quickly and efficiently. Attend this session to learn best practices in pricing and contracts that are mutually beneficial for your company and your customers.
SiriusDecisions - Death of the B2B Rales Rep?- An Interview with Jim Ninivag...Alinean, Inc.
Several analyst firms have predicted the "Death of the B2B Sales Rep", with their research indicating how sales reps are engaging later and later in the sales cycle, when the decision is already 57% complete , and that over 1 million B2B sales reps will be in search of new jobs in 2020.
Are these findings accurate? What can you do to stay ahead of the curve?
In this “myth busting” interview, Jim Ninivaggi, the Sales Enablement Practice Director for SiriusDecisions will discuss their latest research of 1,000 B2B buyers, to separate the fact from fiction and provide specific guidance on what you need to do now to remain relevant and effective.
Tom Pisello, the ROI guy and author of The Frugalnomics Survival Guide, will be asking Jim the tough questions you need to know, about the disparities in the research, and why there is a new movement underway to #SavetheB2BSalesRep.
Totango Spark: The Future of Customer Success has ArrivedTotango
Spark is finally here! Join our Customer Success industry expert and VP of Product Management at Totango, Ravit Danino, for this introductory webinar on the general availability of Spark.
Totango Spark empowers enterprises to quickly adopt and operationalize customer-centricity across their organizations, enabling them to complete their digital transformation and grow their business by becoming more customer-centered.
In this webinar we cover:
- How Totango Spark can guide enterprises through the successful completion of each stage in the customer journey with relevant KPIs, dashboards, analytics and best practices to achieve business goals faster.
- SuccessBLOCs - a groundbreaking, modular, concept in customer success, allowing organizations to start with their most critical business priority first, and grow into broader customer success initiatives, each step is chosen by the business to meet specific customer success goals.
Find the on-demand webinar and more info at www.totango.com.
The modern economy revolutionized the way businesses think about their customers and revenue. Subscription services and lengthening the customer life-cycle have become essential for every modern business. Join Dan Steinman, Chief Customer Officer at Gainsight on April 14, 10:00 a.m. -11:00 a.m. PST as he explains how and why Customer Success is revolutionizing technology and business models. During his presentation, Dan will cover topics such as:
Why Customer Success is essential for every business
How Customer Success revolutionizes the customer relationship
What to expect at Pulse 2016: The Customer Success Conference
After the presentation, Dan will answer questions from the audience during a 15-minute Q & A session. Can’t attend live? Register anyway! The webinar recording and slide deck will be sent to all registrants after the webinar concludes. Register today and find out what Customer Success means for your business and how Pulse Conference 2016 will help you succeed in your customer success initiatives.
How to Win in On Premise with Customer SuccessGainsight
Customer Success has revolutionized SaaS businesses over the last decade, but it hasn't stopped there. Learn how the On Premises industry leverages Customer Success to achieve growth.
Is your customer success team delivering real value ?Gainsight
If you’re a Customer Success leader, your biggest fear is that despite your efforts, you aren’t delivering real value to your customers. How can you be sure?
In this webinar Allison will discuss:
How to align your Customer Success team with key accounts
The benefits of Success Plans to create workflows for every scenario. A strategic process to achieve predictable value delivery
Ensure you’re delivering the value your customers expect.
After the markets pounded SaaS early this year, CEOs started gearing up for a downturn. Your company may already be tightening its belt. But that might not be enough. Gainsight CEO Nick Mehta, InsightSquared CEO Fred Shilmover, and Bessemer Venture Capital partner Byron Deeter are teaming up for an all-star webinar to outfit you with a plan for the downturn. They'll discuss:
The timeline for the SaaS "reset"
Optimizing customer acquisition
Investing in lean revenue
And much, much more
How Easy Corporate built a Global Customer Success Organization Gainsight
Building a global customer success organization is a daunting task for even the most mature organizations. Join Bruno Giorgini, sales operations manager at Easy Taxi and Mariana Azevedo, B2B analyst at Easy Taxi as they breakdown how Easy Taxi created their customer success organization and the challenges they faced.
You can't scale through headcount alone. Technology can unlock your post-sales growth potential, but how can you know whether Gainsight is the right technology for your use case? Learn from RingCentral's implementation.
In the world of B2B – customer success is more than just making people happy. Today, customers demand that vendors deliver their desired business outcomes. The combination of delivering desired outcomes and an exceptional experience is defined as Customer Success and is what leads to growth from revenue retention, expansion and customer advocacy.
Here's how you can scale through your customers by Gainsight Chief Operating Officer (COO) Allison Pickens.
Ensuring successful digital project outcomesAyantek LLC
Digital projects can be cumbersome, complex, and prone to failure. IT, Marketing, and Operations all have their own agendas and metrics for success. This deck builds upon the "Leading Digital" model presented by George Westerman at MIT to outline a few aspects for organizations to drive successful outcomes for their digital initiatives.
Building Trust: A Strategic Approach to Employee ExperienceAggregage
Delivering a great employee experience is the key to a better customer experience, higher productivity, and greater profitability. Join Natasha Persad, CEO of The HRXperts, and learn the fundamentals of a great employee experience.
More than half of the U.S. population suffers from allergies or allergy related symptoms.
Immunotherapy is the ONLY treatment that alters the underlying disease process.
Primary Care Providers are 3 times more successful at patient compliance when implementing BioTek's testing and treatment model.
Contact me today to explore the opportunity for your practice!
Esta apresentação junta várias informações a respeito do atual cenário socieconômico dos jovens no país. É relatado diversos fatores que justificam a dificuldade em ingressar no mercado de trabalho além de exposição de dados estatísticos baseados no IBGE e diversas pesquisas feitas por especialistas da área.
Instagram: thiagoandress_
De realistische olieverfportretten van Saskia Vugts kenmerken zich door een intense dynamiek die tot uiting komt rond de ogen. De portretten stralen kracht uit en geven je het gevoel dat er daadwerkelijk contact is. Haar oprechte interesse in de mens en het onderliggende karakter, in combinatie met een zorgvuldige voorbereiding, stellen Saskia in staat dit levendige beeld over te brengen op het doek. Saskia heeft ruim twintig jaar ervaring in haar vak en behoort inmiddels tot de top van de Nederlandse portretschilders. Honderden werken van haar hand vonden inmiddels een vertrouwde plek in menig interieur. Veel voorkomende opdrachten bestaan uit het portretteren van familieleden: grootouders, kleinkinderen of kinderen en zakelijke portretten ter ere van een oprichter of jubilaris. Ook kunt u denken aan een staatsieportret, een portret van uw idool, een postuum portret of het laten vereeuwigen van een huisdier.
Voor meer informatie kijk op haar persoonlijke website: http://saskiavugts.nl/portret-in-opdracht/
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...Apttus
Given the pace of business, its imperative that Sales Ops enables the sales organization with high-quality proposals and quotes that can be turned around quickly and efficiently. Attend this session to learn best practices in pricing and contracts that are mutually beneficial for your company and your customers.
SiriusDecisions - Death of the B2B Rales Rep?- An Interview with Jim Ninivag...Alinean, Inc.
Several analyst firms have predicted the "Death of the B2B Sales Rep", with their research indicating how sales reps are engaging later and later in the sales cycle, when the decision is already 57% complete , and that over 1 million B2B sales reps will be in search of new jobs in 2020.
Are these findings accurate? What can you do to stay ahead of the curve?
In this “myth busting” interview, Jim Ninivaggi, the Sales Enablement Practice Director for SiriusDecisions will discuss their latest research of 1,000 B2B buyers, to separate the fact from fiction and provide specific guidance on what you need to do now to remain relevant and effective.
Tom Pisello, the ROI guy and author of The Frugalnomics Survival Guide, will be asking Jim the tough questions you need to know, about the disparities in the research, and why there is a new movement underway to #SavetheB2BSalesRep.
Totango Spark: The Future of Customer Success has ArrivedTotango
Spark is finally here! Join our Customer Success industry expert and VP of Product Management at Totango, Ravit Danino, for this introductory webinar on the general availability of Spark.
Totango Spark empowers enterprises to quickly adopt and operationalize customer-centricity across their organizations, enabling them to complete their digital transformation and grow their business by becoming more customer-centered.
In this webinar we cover:
- How Totango Spark can guide enterprises through the successful completion of each stage in the customer journey with relevant KPIs, dashboards, analytics and best practices to achieve business goals faster.
- SuccessBLOCs - a groundbreaking, modular, concept in customer success, allowing organizations to start with their most critical business priority first, and grow into broader customer success initiatives, each step is chosen by the business to meet specific customer success goals.
Find the on-demand webinar and more info at www.totango.com.
The modern economy revolutionized the way businesses think about their customers and revenue. Subscription services and lengthening the customer life-cycle have become essential for every modern business. Join Dan Steinman, Chief Customer Officer at Gainsight on April 14, 10:00 a.m. -11:00 a.m. PST as he explains how and why Customer Success is revolutionizing technology and business models. During his presentation, Dan will cover topics such as:
Why Customer Success is essential for every business
How Customer Success revolutionizes the customer relationship
What to expect at Pulse 2016: The Customer Success Conference
After the presentation, Dan will answer questions from the audience during a 15-minute Q & A session. Can’t attend live? Register anyway! The webinar recording and slide deck will be sent to all registrants after the webinar concludes. Register today and find out what Customer Success means for your business and how Pulse Conference 2016 will help you succeed in your customer success initiatives.
How to Win in On Premise with Customer SuccessGainsight
Customer Success has revolutionized SaaS businesses over the last decade, but it hasn't stopped there. Learn how the On Premises industry leverages Customer Success to achieve growth.
Is your customer success team delivering real value ?Gainsight
If you’re a Customer Success leader, your biggest fear is that despite your efforts, you aren’t delivering real value to your customers. How can you be sure?
In this webinar Allison will discuss:
How to align your Customer Success team with key accounts
The benefits of Success Plans to create workflows for every scenario. A strategic process to achieve predictable value delivery
Ensure you’re delivering the value your customers expect.
After the markets pounded SaaS early this year, CEOs started gearing up for a downturn. Your company may already be tightening its belt. But that might not be enough. Gainsight CEO Nick Mehta, InsightSquared CEO Fred Shilmover, and Bessemer Venture Capital partner Byron Deeter are teaming up for an all-star webinar to outfit you with a plan for the downturn. They'll discuss:
The timeline for the SaaS "reset"
Optimizing customer acquisition
Investing in lean revenue
And much, much more
How Easy Corporate built a Global Customer Success Organization Gainsight
Building a global customer success organization is a daunting task for even the most mature organizations. Join Bruno Giorgini, sales operations manager at Easy Taxi and Mariana Azevedo, B2B analyst at Easy Taxi as they breakdown how Easy Taxi created their customer success organization and the challenges they faced.
You can't scale through headcount alone. Technology can unlock your post-sales growth potential, but how can you know whether Gainsight is the right technology for your use case? Learn from RingCentral's implementation.
In the world of B2B – customer success is more than just making people happy. Today, customers demand that vendors deliver their desired business outcomes. The combination of delivering desired outcomes and an exceptional experience is defined as Customer Success and is what leads to growth from revenue retention, expansion and customer advocacy.
Here's how you can scale through your customers by Gainsight Chief Operating Officer (COO) Allison Pickens.
Ensuring successful digital project outcomesAyantek LLC
Digital projects can be cumbersome, complex, and prone to failure. IT, Marketing, and Operations all have their own agendas and metrics for success. This deck builds upon the "Leading Digital" model presented by George Westerman at MIT to outline a few aspects for organizations to drive successful outcomes for their digital initiatives.
Building Trust: A Strategic Approach to Employee ExperienceAggregage
Delivering a great employee experience is the key to a better customer experience, higher productivity, and greater profitability. Join Natasha Persad, CEO of The HRXperts, and learn the fundamentals of a great employee experience.
More than half of the U.S. population suffers from allergies or allergy related symptoms.
Immunotherapy is the ONLY treatment that alters the underlying disease process.
Primary Care Providers are 3 times more successful at patient compliance when implementing BioTek's testing and treatment model.
Contact me today to explore the opportunity for your practice!
Esta apresentação junta várias informações a respeito do atual cenário socieconômico dos jovens no país. É relatado diversos fatores que justificam a dificuldade em ingressar no mercado de trabalho além de exposição de dados estatísticos baseados no IBGE e diversas pesquisas feitas por especialistas da área.
Instagram: thiagoandress_
De realistische olieverfportretten van Saskia Vugts kenmerken zich door een intense dynamiek die tot uiting komt rond de ogen. De portretten stralen kracht uit en geven je het gevoel dat er daadwerkelijk contact is. Haar oprechte interesse in de mens en het onderliggende karakter, in combinatie met een zorgvuldige voorbereiding, stellen Saskia in staat dit levendige beeld over te brengen op het doek. Saskia heeft ruim twintig jaar ervaring in haar vak en behoort inmiddels tot de top van de Nederlandse portretschilders. Honderden werken van haar hand vonden inmiddels een vertrouwde plek in menig interieur. Veel voorkomende opdrachten bestaan uit het portretteren van familieleden: grootouders, kleinkinderen of kinderen en zakelijke portretten ter ere van een oprichter of jubilaris. Ook kunt u denken aan een staatsieportret, een portret van uw idool, een postuum portret of het laten vereeuwigen van een huisdier.
Voor meer informatie kijk op haar persoonlijke website: http://saskiavugts.nl/portret-in-opdracht/
Conheça e trabalhe com Trader Desportivo.
Ganhe dinheiro Assistindo o que você mais gosta - Futebol.
Venha Investir e trabalhar com nossa equipe.
Nilton Lucas - Jurídico Unitel
whatsapp: 27-99987-6734
facebook.com/unitel.mmn
niltonconsultoria@hotmail.com
www.associacaounitel.com.br
Agile Innovation Games : The seriously fun way to do serious work – seriously
Nadeem Ulla Khan, Agile coach - Valtech India
nadeemulla.khan@valtech.co.in
Agile Day 2012
Valtech
La prescripción enfermera de Apps y su valor estratégico en un plan de adhere...✧Jorge Vázquez, PhD
La falta de adherencia a los tratamientos es un problema prevalente, con consecuencias clínicas
y económicas muy significativas, especialmente en los pacientes con enfermedades crónicas,
siendo en su mayoría evitables.
También hay que tener en cuenta relevantes cambios demográficos, como el incremento de la
esperanza de vida o la disminución de la natalidad. España ocupa el cuarto puesto en longevidad
de los 182 países considerados desarrollados y el séptimo mundialmente.
Además, la población envejecida supone el 17,2% de
la población total en nuestro país y un 5,1% tiene más de 80 años, cifra que se espera que se
duplique en 40 años
In this talk, we outline a kernel and upstream centric approach to data plane acceleration using an upstream SmartNIC BPF JIT. This allows extended Berkeley Packet Filter (eBPF) bytecode to be transparently offloaded to the SmartNIC from either the Traffic Control (TC) or Express Data Path (XDP) hooks in the kernel and could be used for applications such as DoS protection, load balancing and software switching e.g., Open vSwitch (OVS). We then follow this by outlining the proposed ICONICS OCP contribution related to an open approach for reconfiguration using directly compiled SmartNIC programs in situations where BPF bytecode alone is not sufficient to accommodate changing semantics in the network.
Unravelling the dynamics of instructional practice: A longitudinal study on l...Quan Nguyen
Substantial progress has been made in understanding how teachers design for learning. However, there remains a paucity of evidence of the actual students’ response towards leaning designs. Learning analytics has the power to provide just-in-time support, especially when predictive analytics is married with the way teachers have designed their course, or so-called a learning design. This study investigates how learning designs are configured over time and their impact on student activities by analyzing longitudinal data of 38 modules with a total of 43,099 registered students over 30 weeks at the Open University UK, using social network analysis and panel data analysis. Our analysis unpacked dynamic configurations of learning designs between modules over time, which allows teachers to reflect on their practice in order to anticipate problems and make informed interventions. Furthermore, by controlling for the heterogeneity between modules, our results indicated that learning designs were able to explain up to 60% of the variability in student online activities, which reinforced the importance of pedagogical context in learning analytics.
17 Demand Generation Statistics Every CMO Needs to SeeHubSpot
Understanding which KPIs really matter is critical to determining the success of your marketing programs. Check out the highlights from our Demand Generation Benchmarks Report!
Josje heeft Belgische firma opgericht met haar moederThierry Debels
Josje (Josina) Huisman heeft met haar moeder Joke (Josina) Schouls een Belgische onderneming opgericht.
Josje heeft 99 aandelen (participatiebewijzen), haar moeder Joke Schouls 1. De onderneming is opgericht voor onder andere het leveren van ‘acteer- en presentatiewerk voor televisie’.
Subsídios para lições bíblicas da CPAD elaborados pelo Pastor Natalino das Neves (IEADC-Sede).
Assista aos demais vídeos com estudos bíblicos e baixe os arquivos de slides referentes aos vídeos no blog:
http://goo.gl/PPDRnr
Check out the associate Webinar on Demand: https://www.cprime.com/resource/webinars/metrics-that-matter-in-the-boardroom/
Metrics-driven goals are fundamental to building great products. While data, KPIs and OKRs have an impact on most jobs, it is especially true for product teams. In our current situation, product professionals are being challenged to clearly articulate the value of their products and solutions in a language that focuses on outcome vs. output and value created vs. effort spent.
Are you struggling to provide the metrics that matter most for your product or solution? Are you caught in a loop reinventing how to measure the progress and success of your products?
In this webinar, join Mike Smart and Devin Anderson to:
*Explore how to help your product or solution stand out.
*Learn how to combine vision with quantifiable metrics that measure process, progress and value.
*Learn how to use leading metrics, such as usage and adoption, to impact product performance and business outcomes.
You’ll leave with real life strategies for using your data super powers for the good of your product.
The drive towards digital transformation begins with the customer and extends far into the company, impacting every area of the organization from vision and strategy to architecture, technology, operations, and culture. While not insurmountable, these changes can be challenging.
Guest speaker Nigel Fenwick, an analyst with Forrester, and Michael Porter, Perficient’s principal strategic advisor, discussed the top 5 barriers to a successful digital transformation, and how some real-world companies have overcome them.
We covered five barriers to digital mastery and how to:
-Overcome functional silos and resource scarcity
-Deal with segregated customer data
-Address technical budgets that are in a downward spiral
-Move from a product-centered to a customer-centered approach to business
-Break down the IT and business barrier
How to Choose the Right CRE Technology Partner Webinar.pdfAppFolio
Evaluating a new software for your business isn’t effortless. Equipping yourself with the right set of questions will help you cut through the crowd of vendors and efficiently come to a clear decision on when and how to work with a new technology partner.
This 45-minute discussion was led by a team with 18+ years of experience in real estate software. AppFolio Industry Principal Michael Sebastian and AppFolio Enterprise Partnership Expert Mark Sizemore shared the software evaluation framework to help you determine which technology will provide the support to help you manage change.
B2B Health Check: 5 Steps to eCommerce Fitness [WEBINAR]Four51, Inc.
Webinar Slides from 2/4/16 webinar
73% of B2B buyers now research at least half of their purchases online. Increasingly, they buy online as well. But too many of the websites of manufacturers, wholesalers and distributors aren’t in shape to make the most of this big opportunity to grow sales.
Today, agility, speed and rich features are what distinguish successful B2B e-commerce sites and empower them to deliver an online experience that mirrors what B2B buyers have come to expect from shopping retail websites.
From data management to streamlining key processes to mobile's role, this webinar will cover the tactics and technology online B2B sellers must prioritize to become best-in-class, driving sales and profits.
Hear from Aberdeen Group's Omer Minkara, Newegg's Ross Higgins, Four51's Chip House and Internet Retailer's Don Davis as we explore exactly what must be done to ensure your site is ready for 2016 and beyond.
Questions? Email marketing@four51.com
Anil Kaul, CEO and Co-Founder, AbsolutData delivered a session on institutionalizing Big Data analytics for organizations, at the Big Data Innovation Summit, London on 1st May, 2013.
AbsolutData is a global leader in applying analytics to drive sales and increase profits for its customers. AbsolutData has built strong expertise and traction with Fortune 1000 companies across 40 countries. We specialize in big data, high end business analytics, predictive modeling, research, reporting, social media analytics and data management services. AbsolutData delivers world class analytics solutions by combining their expertise in industry domains, analytical techniques and sophisticated tools.
Visit us here : www.absolutdata.com
Rethink and Realign for Digital Transformation SuccessPerficient, Inc.
The drive towards digital transformation begins with the customer and extends far into the company, affecting every area of an organization from vision and strategy to architecture, technology, and operational changes. Digital transformation is a complex maze to navigate and requires rethinking and realigning your strategy and organization for success.
Perficient’s digital transformation strategists Michael Porter and David Stallsmith led a roundtable discussion with guest speaker Nigel Fenwick, Vice President and Principal Analyst covering digital business strategy with Forrester Research. The discussion focused on how companies must structure their organizations across people, process, and technology to achieve a successful digital transformation.
Our speakers touched on a broad range of topics from current trends, roadmaps, and technology you can use to create a better vision, to developing the proper tactics, strategy, and the benchmarks that will enable you to demonstrate value to your customers and your company.
Topics included:
• Crafting a vision that works for your company
• Understanding where you are on your journey
• Aligning executive vision with business and IT roles
• Making the business case for digital transformation
• Combining tactical projects with the digital transformation strategic vision
• Uncovering and managing technology gaps
All Hands on Deck: Leveraging IT Relationships to Build ResilienceWorkday, Inc.
When it comes to navigating change, a good relationship between IT and finance is critical. Now, it’s more important than ever.
View this deck with Ventana Research and SMB Group to explore the opportunities available when you adapt to change—building strong relationships, leveraging technology, and improving business across the board.
Application modernization and digital transformation are the driving forces in many organizations. These activities, however, are stressing scheduling and automation tools to the point at which many are looking for better answers.
EMA conducted research to get a truly global view of workload automation trends and enterprise-class WLA products. Get some of the results in these slides.
Finance Transformation Asia - Justifying Technology InvestmentAdhish Pendharkar
Calculating the ROI of the tools & technology on offer: will they really help my business?
What metrics are important when bench-marking transnational effectiveness and finance IT capabilities?
Matching technology and processes: where it is today, and where it needs to be?
Business Continuity Management: How do you tackle compatibility issues with legacy systems?
A white paper describing Agile IT Strategy. Digitalization is increasing in size and speed changing business in a fundamental way - and especially business predictability. Here is a proven method to optimize value creation of IT in an unpredictable business environment. Please contact The Goodwind Company for more information and demo. Email: hans@thegoodwindcompany.se
Today it's all about the customer. And right after customer focused initiatives, business and technology leaders are prioritising the ability to improve innovation. They know that the disruptions they face in the age of the customer will not be addressed with business as usual. Innovation has been elevated to an initiative, which means that executives are focused on it.
Identity and IoT are the first steps to be taken to ensure that the initiatives are pivotal in their success. Being able to verify identity - both of people and of things - is critical for the IoT: Are they real? Are they who they say they are? Where are they? What are they able to do? While machines do not care about privacy, they - and their owners and operators - do care about who is able to program, operate, or control them.
In this presentation, Tim Sheedy will discuss how organisations are tackling the challenges of the IoT and customer first initiatives and how identity is playing an ever-increasing role in their success.
The pathway to technical debt recovery for mid size Australian businessNoel Lynam
Calypsi specialises in the provision of back end technology to deliver on the customer promise. Technical Debt is in up to 90% of mid size Australian businesses, impacting on their capacity to innovate and transform. www.calypsi.com for more information email info@calypsi.com
Similar to Business Value Summit Keynote - IDC + Alinean - Why Financial Justification / ROI is so Important to Marketing & Selling Success (20)
Many organizations have developed spreadsheet-based ROI / TCO tools to help financially justify solutions to frugal buyers.
Often these spreadsheets are developed by a field subject matter expert based on the demand of the client. However, many of these same cumbersome spreadsheets are also being used by sales reps and channel partners as their customers want and need financial justification to make purchasing decisions.
These spreadsheet-based ROI / TCO tools are meeting a need but can be difficult for users and prospects alike. There are typically issues with version control, calculation errors, output reports, credibility, ease of use, tracking, security and validation.
In this session, industry leader and ROI Guy, Tom Pisello will show you how to address these issues and more.
Better Executive Conversations - Financial Peer Comparisons and Financial Jus...Alinean, Inc.
You need the right sales enablement content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.
Executives want competitive insights and consultative advice, not the same old sales pitch. How can you fuel more compelling executive conversations? How can you empower your salespeople to get more executive meetings, and deliver the unique insights and competitive advice these executives want?
In this session, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.
Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment Too...Alinean, Inc.
You need the right content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Did you know …
* 41% of buyers now desire more interactive and personalized content
* 62% want more benchmarking data, to know how they compare to peers and to get a competitive edge
* 97% prefer prescriptive content (over a product pitch), providing advice on what to do next
To address these changing buyer demands, you need newer interactive content. One of the best assets to accomplish this is an Interactive Assessment Tool. A provocative, personalized and prescriptive Assessment Tool can be made available from your web site. The tools are self-service to prospects and can be leveraged by sales reps and partners to help:
* Attract interest
* Engage earlier
* Uncover and prioritize buyer challenges
* Spark and motivate purchase decisions
This webcast showed specific examples of Interactive Assessment Tools and how the right discovery, comparative benchmarks, smart solution recommendations and personalized report can help improve your lead generation, drive purchase decisions and improve your competitive advantage.
Financial Peer Comparison and the Value of “Move the Needle"Alinean, Inc.
It's more important than ever to engage earlier and higher but this can be a challenge.
Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.
Executives want competitive insights and consultative advice, not the same old sales pitch. How can you fuel more compelling executive conversations? How can you empower your salespeople to get more executive meetings, and deliver the unique insights and competitive advice these executives want?
In this event, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.
The Alinean Peer Comparison Tool can help your consultants, sales reps and channel partners deliver important executive conversations with an easy to use interactive application that:
* Empowers your sales reps to engage earlier and have poignant financial conversation with prospects
* Compares the prospect to the competition to help uncover issues and drive improvements
* Proves how a small improvement using your solutions could directly impact their competitive position and drive significant business value improvements.
Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment ToolsAlinean, Inc.
You need the right content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Did you know …
- 41% of buyers now desire more interactive and personalized content
- 62% want more benchmarking data, to know how they compare to peers and to get a competitive edge
- 97% prefer prescriptive content (over a product pitch), providing advice on what to do next.
To address these changing buyer demands, you need newer interactive content. One of the best assets to accomplish this is an Interactive Assessment Tool. A provocative, personalized and prescriptive Assessment Tool can be made available from your web site. The tools are self-service to prospects and can be leveraged by sales reps and partners to help:
- Attract interest
- Engage earlier
- Uncover and prioritize buyer challenges
- Spark and motivate purchase decisions
Join us on Tuesday, October 3rd at 11:00 a.m. ET and we’ll show you specific examples of Interactive Assessment Tools and how the right discovery, comparative benchmarks, smart solution recommendations and personalized report can help improve your lead generation, drive purchase decisions and improve your competitive advantage.
Using Financial Benchmarking and Peer Comparisons to Fuel your Executive Conv...Alinean, Inc.
You need the right marketing and sales enablement content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.
Executives want competitive insights and consultative advice, not the same old sales pitch. How can you fuel more compelling executive conversations? How can you empower your salespeople to get more executive meetings, and deliver the unique insights and competitive advice these executives want?
In this session, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.
The Alinean Peer Comparison Tool can help your consultants, sales reps and channel partners deliver important executive conversations with an easy to use interactive application that:
Empowers your sales reps to engage earlier and have poignant financial conversation with prospects
Compares the prospect to the competition to help uncover issues and drive improvements
Proves how a small improvement using your solutions could directly impact their competitive position and drive significant business value improvements.
Webcast: Engage Earlier and Higher with Persuasive Interactive Assessment Too...Alinean, Inc.
You need the right marketing and sales enablement content to better attract interest, engage earlier and most importantly, help spark purchase decisions with skeptical executives and buying committees. However more of the same old white papers and product pitches won’t do the trick.
Did you know …
- 41% of buyers now desire more interactive and personalized content
- 62% want more benchmarking data, to know how they compare to peers and to get a competitive edge
- 97% prefer prescriptive content (over a product pitch), providing advice on what to do next
To address these changing buyer demands, you need newer interactive content. One of the best assets to accomplish this is an Interactive Assessment Tool. A provocative, personalized and prescriptive Assessment Tool can be made available from your web site. The tools are self-service to prospects and can be leveraged by sales reps and partners to help:
- Attract interest
- Engage earlier
- Uncover and prioritize buyer challenges
- Spark and motivate purchase decisions
Presented in support of a webcast in August 2017, this presentation shows you specific examples of Interactive Assessment Tools and how the right discovery, comparative benchmarks, smart solution recommendations and personalized report can help improve your lead generation, drive purchase decisions and improve your competitive advantage.
Executive Conversations - Leveraging Financial Peer Comparisons to Engage Ear...Alinean, Inc.
It’s more important than ever to engage earlier and higher but this can be a challenge.
Tune in to learn how OpenText opens C-Level Doors and has more provocative, consultative executive conversations, powered by Alinean.
In this session, Mike Bolte, Senior Director of OpenText’s Value Engineering Practice will discuss how he leverages financial benchmarking tools from Alinean to get more executive meetings and elevate within prospect accounts.
Betty McNeil, Alinean SVP will interview Mike to get practical tips, techniques and best practices to improve your own client engagements and conversations.
Join us to see how OpenText moves the needle with Alinean.
Webinar - Executive Conversations and ROI with Financial Peer comparison and ...Alinean, Inc.
It’s more important than ever to engage earlier and higher but this can be a challenge.
Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.
Executives want competitive insights and consultative advice, not the same old sales pitch.
How can you fuel more compelling executive conversations?
How can you empower your salespeople to get more executive meetings, and deliver the unique insights and competitive advice these executives want?
In this session, Betty McNeil, SVP will introduce you to the Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.
The Alinean Peer Comparison Tool can help your consultants, sales reps and channel partners deliver important executive conversations with an easy to use interactive application that:
Empowers your sales reps to engage earlier and have poignant financial conversation with prospects
Compares the prospect to the competition to help uncover issues and drive improvements
Proves how a small improvement using your solutions could directly impact their competitive position and drive significant business value improvements.
SiriusDecisions: What a Buyer Wants, What a Seller Needs - The importance of ...Alinean, Inc.
You need to arm your sales reps with the right messaging, content and tools to make them more successful, but exactly what works best, and what should you be investing more in this year to assure sales success?
In this presentation, SiriusDecisions reveals important research on just what buyers are looking for from B2B solution providers, and what you can do to meet these needs and get your sales reps to be even more successful.
Nancy Maluso, Research Director for Sales Enablement Strategies at SiriusDecisions exposes the right messaging, content and tools you need to facilitate buyer decision making and drive more wins, especially how more personalized, value-focused and data driven content and tools are now required.
Recommended for:
• Sales Enablement
• Product and Content Marketing
• Sales Leadership
• Value Consultants / Practice Leaders
Presented By: Nancy Maluso, SiriusDecisions Research Director, Sales Enablement Strategies and Tom Pisello, Alinean, CEO and Founder.
Webinar: The Value of "Move the Needle": Financial Peer Comparison to Engage...Alinean, Inc.
Today’s B2B buyer doesn’t want a sales pitch. They want to know how your insights and experience can help them beat the competition.
But this is easier said than done:
• Are your sales reps empowered to engage earlier and have poignant financial discussions you’re your prospects?
• Can they compare the prospect to the competition to help them uncover issues and drive improvements?
• Can you prove how a small improvement using your solutions could directly impact their competitive position and drive significant business value improvements?
In this session, Tom Pisello, the ROI Guy, will introduce you to the new Alinean Peer Comparison application, your ticket to sales rep financial acumen and early business value engagement.
Developed in conjunction with S&P Compustat, you’ll see how this elegantly simple, yet powerful benchmarking application empowers your sales reps, pre-sales support and value engineers to quickly and easily:
• Compare your prospects to named competitors, from a database of 60,000+ worldwide companies,
• Examine the leaders, laggards and peer averages across over 30 dimensions of financial performance.
• See how small “move the needle” improvements from your proposed solutions can drive big improvements, business value and ROI.
Originally recorded: Thursday, January 26, 2017
Featuring: Tom Pisello, The ROI Guy and Alinean CEO & Founder
Unisys Case Study - New Product Launch Success - From Product Pitch to Value ...Alinean, Inc.
Assuring New Launch Success: Migrating from Product to Value
Jim Howard, Solution Architect at Unisys
Unisys, a global IT solutions company, was readying for the launch of two new products:
1. Forward! - a new converged infrastructure solution for the secure data center
2. Desktop as a Service (DaaS) – personal computing delivered more efficiently as a service.
It was important to generate immediate demand for these new products, and get new sales reps up to speed in order to effectively sell the solution.
But how could Unisys quickly and effectively educate prospects on the value of these solutions, and differentiate them uniquely from other offerings?
In this informative session, Jim Howard from Unisys will be interviewed, discussing his new product launch challenges, which are likely similar to your own, and ways he leveraged value messaging, provocative insights, value marketing / ROI tools and training to achieve success.
Are White Papers Dead? Advance your B2B marketing campaigns from one-size-fit...Alinean, Inc.
White papers have been the mainstay of B2B marketing campaigns for decades, but each year the effectiveness of white paper fueled marketing / demand generation (demand-gen) campaigns is on the decline. Information overload, short attention span theater and personalization expectations are just a few of the reasons why relying on white papers to drive demand / generate qualified leads is not enough.
You need to advance your marketing into the 21st century with more interactive, dynamic personalized content that articulates your value to prospects / buyers / customers.
ValueStory Marketing Tools combine visual storytelling / whiteboards, provocative insights, diagnostic assessments, financial justification / ROI / TCO calculators to deliver a personalized one-to-one engagement and white paper deliverable.
Learn more at http://www.alinean.com
Sales Club UK Presentation - Mind the Value Gap Alinean, Inc.
Presentation to the Sales Club UK, discussing the top challenges to successfully selling B2B solutions and documenting the need for Value Selling, reducing the reliance on typical PowerPoint (PPT) presentations in favor of a more interactive, visual, value-focused approach.
B2B Sales: Why Traditional Whiteboarding / Whiteboard Selling Doesn't WorkAlinean, Inc.
Visuals are important in B2B sales, and leveraging whiteboards does have some key benefits over "Death by PowerPoint" presentations.
However, traditional whiteboarding and whiteboard selling doesn't always delivery with issues of drawing capability, low adoption, and failure to capture customer intelligence.
This whitepaper discusses the benefits and challenges of whiteboarding / whiteboard selling and suggests several key potential improvements.
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
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
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
Making selling & marketing more difficult, IDC indicates that the number of stakeholders involved in each decision has steadily increased, 43% over the past 2 years. What used to take a couple of stakeholders, now includes 8-10 decision makers for enterprise purchase decisions. What used to be driven by technical is now driven by the business and finance.
As a result, one-size-value doesn’t work with so many different groups and perspectives involved. Each of these stakeholders has their own “point of value” – what issues they are challenged with and the value they uniquely perceive from your solutions.
Usually only get to 2-3, yet so many more are involved in every decision.
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.
Budgets are tight and buyers are risk averse, demanding diligence and assurances that proposed investments deliver a tangible bottom-line impact, positive returns and a quick payback.
As project size grows, it should be no surprise that the demand for financial justification increases, in proportion to the risk. Over 85% of projects over $50,000 now require a formal business case.
Although financial justification / ROI is required, most buyers struggle with the numbers. According to IDC, 2/3rds of buyers indicate they don’t have the knowledge, research metrics or tools needed to do ROI / business value calculations. Relying on the prospect to on their own develop the business case can lead to significant delays in the decision cycle, and results in more deals ending in “no decision”.
Without the knowledge and metrics on their own, the task of articulating value and financial justification falls to you, the vendor. In fact, 81% of buyers expect vendors to quantify business value of proposed solutions, but require 3rd party proof in order to trust results (IDC). Independent research, models, success stories and tools are required.