The Five Pillars of Value Marketing & Selling Success - Maximizing your ROI from ROI

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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.

Sales

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

Copyright © 2001-2016 Alinean, Inc.
2
“If you build it, they will
come.”

Copyright © 2001-2016 Alinean, Inc.
What you expect…what you often get instead
3
Tool
Usage
Time
“Why isn’t this working?”
“Utilization Gap”

Copyright © 2001-2016 Alinean, Inc.
4
Effective
Utilization
Prodigious
Usage
x = Value Selling
Success

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

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?

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

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?

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

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?

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

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?

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

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?

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

Copyright © 2001-2016 Alinean, Inc.
Proactive executive communication is critical
16
“Let me show you
how this is
working”

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

Copyright © 2001-2016 Alinean, Inc.
18
Thank You

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.

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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

ValueStory for HTML

Alinean, Inc.

ValueStory Player for iPad

Alinean, Inc.

ValueStory Usage Reports

Alinean, Inc.

ValueStory Builder Demo

Alinean, Inc.

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.

B2B Sales: Why Traditional Whiteboarding / Whiteboard Selling Doesn't Work

Alinean, 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.

ValueStory: Leveraging Storytelling + Justification / ROI / TCO to Drive Sale...

Alinean, Inc.

Leveraging Value Marketing Tools to Generate More Leads & Sales Ready Opportu...

Alinean, Inc.

SiriusDecisions: Scary Late - Turning a Big Sales Challenge from Trick to Treat

Alinean, Inc.

Did you know that? > Up to 67% of the purchasing process is already completed before your sales reps are getting their first meeting with the prospect > 2/3rds of all deals are going to those who can engage earlier and in a more thought provoking way Some say this could be the end of Sales as we know it! Others are taking the challenge head on successfully empowering sales reps to engage earlier to help facilitate the buyer’s journey, get stalled deals moving and improve win rates. In this live interview, Sales Enablement expert Jim Ninivaggi from SiriusDecisions will discuss the significance of this research and the best techniques and tools to go from Trick to Treat.

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