The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

The ROI Guy

MAY 4, 2006

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? in 2006, with annual growth in software sales leading the way at 7.0%. percent of revenue on marketing.

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

FEBRUARY 15, 2011

The new analytics include refinements to investment requirements and benefits as a result of pilot feedback (thanks for all your input!). The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. How Do You Get Started in Content Marketing?

Social Media 45

Social Media ROI Media B2B 45

The ROI Guy

FEBRUARY 14, 2011

As financial due diligence is a requirement, each marketing investment comes under more scrutiny for ROI measures, and understanding the true bottom-line impact of social media marketing becomes a requirement. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

Social Media 60

Social Media ROI Media B2C 60

The ROI Guy

DECEMBER 9, 2010

But are these savings and benefits for real and translate to your particular environment? Presenting to a group of IT managers in the UK, Dr Richard Berglin of Dot Net Solutions, outlined the ROI of cloud solutions, the specific areas in which savings can be made, and the flexibility benefits of a cloud solution infrastructure.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

JANUARY 20, 2011

To address this growing market opportunity, Alinean developed the EMC SMB Virtual Solutions Advisor, a TCO calculator at the heart of this new SMB virtualization marketing campaign. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F.

ROI 40

ROI Social Media Media Campaigns 40

The ROI Guy

DECEMBER 23, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Is Marketing Too Busy?

ROI 40

ROI Social Media Face-to-face Survey 40

The ROI Guy

JANUARY 17, 2011

Alinean calls this new age-of-austerity Frugalnomics, and it forever changes the way B2B sales and marketing needs to connect with, engage and sell to buyers. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. But up-front purchase price isn’t everything.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

JULY 15, 2009

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Is Marketing Too Busy?

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. in 2006, but still much lower on the trust scale than almost all other sources.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

NOVEMBER 8, 2006

Wednesday, November 08, 2006 Hard and Soft ROI - The differences and quantification Hard and soft ROI usually refers more specifically to various benefits which can be included and used in an ROI analysis. Some examples of direct (hard) benefits are: 1. Soft benefits are less easy to quantify and rely on in a business case.

ROI 40

ROI Social Media Benefit Oracle 40

The ROI Guy

MAY 6, 2010

New Customers in Q1 2010 Alinean has been selected to develop and power value-based sales and marketing campaigns for Wipro , PGI , CSC , CiRBA , MokaFive , Shoretel , Informatica and OfficeMax. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).

ROI 40

ROI B2B Demand Generation Agencies Hiring 40

The ROI Guy

JANUARY 10, 2011

For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. The news is good for worn down IT managers and IT sales professionals and marketers.

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

JANUARY 25, 2011

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

ROI 49

ROI Buying Cycle Social Media Webinar Metrics 49

The ROI Guy

FEBRUARY 4, 2009

Wednesday, February 04, 2009 How TCO is a common sense sales and marketing Tool for Today’s Chaotic Economy My friend and board member Bill Kirwin, original father of TCO analysis with Gartner, put it best when he wrote this article for us on the power of using TCO as a sales and marketing advantage to win deals in these tough economic times.

ROI 40

ROI Social Media Analysis Microsoft 40

The ROI Guy

FEBRUARY 4, 2009

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

ROI 40

ROI Social Media Microsoft Media 40

The ROI Guy

FEBRUARY 4, 2009

Then calculate the potenital additional benefits of the management features and see if the virtual management TCO advantages make up for the cost savings. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F.

Microsoft 40

Microsoft ROI Licensing Social Media 40

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. Most organizations continue to spend much more on branding and relationship management versus value-based sales and marketing initiatives.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

NOVEMBER 8, 2006

Wednesday, November 08, 2006 TCA Champ - Oracle or Microsoft SQL Server? As well, the costs for hardware platforms, software licensing, management utilities and business resilience should be tallied, since these typically consume 40% or more of any database project’s cost. Your Sales & Marketing Ready to Do Business with F.

Oracle 40

Oracle Microsoft ROI Outsourcing Services 40

The ROI Guy

SEPTEMBER 4, 2007

This can yield significant cost savings and benefits including: 1. Drive a 670%+ Return on Investment (ROI) Examining server virtualization projects in general we find that the benefits are significant: 1. Delivers significantly higher availability and agility up-side benefits than projected up-front. Reducing business risks 5.

ROI 40

ROI Social Media Comparison Networking 40

Sales Hacker

NOVEMBER 3, 2020

It’s the leading RFP response software trusted by more than 800 high-performing organizations across North America. I would say that we come at the market with an entrepreneurial mindset because I am one. It started in a backyard in 2006; I invested when they had one location in 2014. Do people actually want it?

Scale 69

Scale Call-back Hiring Company 69

The ROI Guy

DECEMBER 14, 2005

Projects in this category include supply chain management, human capital management, ERP, sales force and marketing automation and other business process automation projects. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F.

ROI 40

ROI Outsourcing Services Lead Rank Social Media 40

The ROI Guy

NOVEMBER 8, 2006

For an organization considering RFID projects that might require significant up-front investment, how can these general early adopter guidelines and case studies be used to ensure that individual programs generate positive business benefits and a tangible ROI? How Does RFID Drive Tangible Benefits? How Are The Benefits Realized?

ROI 40

ROI Retail Distribution Scale 40

The ROI Guy

JULY 22, 2010

When it comes to unified communications, however, these decision makers often know little about the technology and its benefits. Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.

ROI 40

ROI Lead Rank Social Media Lead Scoring 40

Sales Hacker

OCTOBER 21, 2019

VP of Sales & Marketing at OpenWorks. I feel like I’ve been in and around sales since I was a kid, but my first real ”sales” job was while I was in college, back in 2006. In 2018 I seized the opportunity to lead a marketing organization after spending the previous 11 years in sales. . Christin Myers. GirlsClub Mentor.

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

The ROI Guy

AUGUST 4, 2010

Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business? Leading B2B vendors are implementing value selling / marketing programs, and have received dramatic benefits as a result. Here are the top six benefits: 1.

ROI 40

ROI Lead Rank Lead Scoring Social Media 40

The ROI Guy

AUGUST 5, 2010

Tom’s latest entrepreneurial endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

ROI 40

ROI Social Media Media B2B 40

The ROI Guy

SEPTEMBER 10, 2010

For those selling services, the road is tougher, and will require sensitivity to price, extreme value, and benefits of the services to far exceed the costs, as organizations will be looking to reduce services contracts overall for needed infrastructure investments. Your Sales & Marketing Ready to Do Business with F.

ROI 40

ROI Social Media Demand Generation Agencies Survey 40

The ROI Guy

SEPTEMBER 17, 2010

Friday, September 17, 2010 Leaders indicate Growing Investment in Smart Digital Content The migration of B2B marketing budgets from traditional marketing vehicles toward digital channels continues according to a study by Booz & Co. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

ROI 40

ROI Social Media Ideal Customer Profile B2B 40

The ROI Guy

SEPTEMBER 28, 2010

New digital marketing channels have made it more efficient than ever to broadcast marketing messages to prospects, but are the current strategies effective at connecting with and educating ever more skeptical and frugal buyers ? Tuesday, September 28, 2010 Do White Papers Still Engage? They do if they are Interactive!

ROI 49

ROI Social Media Vendor Buyer 49

The ROI Guy

SEPTEMBER 9, 2010

We feel that those companies that recognize and address this fundamental Frugalnomics market shift with the right sales effectiveness enablement investments, particurly value selling initiatives, will have significant more success than those focused on sales efficiency. Alinean has coined a term to capture this change - Frugalnomics.

ROI 40

ROI Sales Enablement Lead Rank Social Media 40

The ROI Guy

SEPTEMBER 16, 2010

Sources: IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010 Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. SiriusDecisions Perspectives.

ROI 40

ROI Social Media Buying Cycle Sales Enablement 40

The ROI Guy

NOVEMBER 8, 2006

Wednesday, November 08, 2006 Is Return on Customer (ROC) a good business value metric? Return on Customer (ROC) is a Pepper’s and Rogers twist on normal return on investment (ROI) analysis to help companies quantify the returns from various marketing and CRM initiatives. Without customers, you dont have a business.&#

ROI 40

ROI Ideal Customer Profile Social Media Customer 40

The ROI Guy

AUGUST 5, 2010

In formula form, ROI is represented as: ROI = cumulative net benefits / total costs The ROI calculation uses the cumulative investment costs over the analysis period, and compares this with the total savings and other tangible benefits over the same period. Every $1 invested will yield a $2.43 in net returns.

ROI 40

ROI Social Media Analysis Comparison 40

The ROI Guy

AUGUST 5, 2010

The Net Present Value (NPV) benefit is a calculation that measures the net benefit of a project in today’s dollar terms, taking into account that over time money today is more valuable than money in the future (discounted time value of money). From this investment, the company expects to save $200,000 each year.

ROI 45

ROI Social Media Discount Analysis 45