Tom Pisello: The ROI Guy: The IT Hierarchy of Needs: Categorizing.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

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The ROI of RFID

The ROI Guy

Wal-Mart is demanding its top 100 suppliers put RFID tags on all pallets, cases, cartons and high-margin items by January 2005; the DoD has set an early 2005 deadline for its suppliers as well, insisting that all pallets and cases are tagged. The promise of RFID is the dream of every supply chain manager -- enabling the accurate real-time tracking of every single product, from manufacture to checkout.

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CIOs are from Mars, CFOs are from Venus

The ROI Guy

According to recent Gartner / Meta Group polls of the top CIO Priorities for 2005, three of the top five goals are related to proving and improving the returns from IT investments. Meta Group Top CIO Priorities for 2005: 1. These include improving value management, achieving greater business / IT alignment, and improving portfolio management (scorecards of investment options to optimize value while reducing risks).

The ROI for Information Lifecycle Management (ILM)

The ROI Guy

reported that fewer than 6% of organizations had purchased and implemented ILM software packages in late 2004, but more than 50% are planning on purchasing them in 2005 and 2006. With consolidation to storage area networks and advances in storage management software packages, the concept of hierarchies and intelligent management like information lifecycle management (ILM) is again at the forefront of storage architecture planning.

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The ROI of Business Intelligence

The ROI Guy

According to 2005 research by Accenture, 15% of companies are at the proof-of-concept stage with BI, 22% are engaged in a pilot, and 36% have committed to one or more solutions. Companies have spent millions on transactional systems to help automate key business processes.

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Its not just about the Technology; IT Professionals Really do Matter

The ROI Guy

At least that’s what the attendees at the SIM national 2005 conference in Boston indicate, and many IT professionals applaud the new sentiment. One of the new top priorities for CIOs is people. Being a technical professional was once a glamorous and rewarding career path. But that was pre-bubble, pre-outsourcing and pre-offshoring.

The Benefits of Business Intelligence

The ROI Guy

As a result of implementing business intelligence applications, organizations are gaining key business value advantages ranging from simple cost avoidance, such as saving on the labor, printing and distributing reports, to competitive advantage, such as recognizing hot selling items quickly enough to respond to customer demands and avoid “out-of-stock” conditions. Several of the possible benefits include: 1.

The Benefits of RFID

The ROI Guy

The costs for implementing RFID are still too high for most mainstream applications, but are falling. While the costs and risks might be too high to deploy in a production environment, the benefits are proving more apparent and many should be conducting research projects to begin determining the potential ROI. Here is a quick checklist of several benefits which can be achieved with RFID solutions: 1.

The ROI of HR Self Service Applications

The ROI Guy

Here are a few suggested HR applications you may wish to consider for self-service enablement Employee self-service applications ? Retiree services ? Paid time off requests ? Electronic paystubs ? Withholding changes and deductions ? Time card entry ? Personal data maintenance ? Training registration ? Benefit inquiries ? Open enrollment ? 401(k) or pension services ? Employee communications (HR policies, who’s who, what’s new, FAQs) Management self-service applications ? Leave management ?

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The Benefits of Storage Consolidation

The ROI Guy

Storage consolidation consists of migrating distributed storage on individual servers to a networked NAS and/or SAN solution. The following are a few of the possible benefits: Reduce Storage Capacity and Growth Costs Adding storage to handle growth can be expensive, especially in high growth environments: 1) Reduce Needed Headroom - Distributed storage on individual servers require headroom on each disk array – islands of unused capacity.

Improve Project Success Rates

The ROI Guy

Although improving over the past 5 years, IT projects still suffer too many setbacks and failures. In our latest research with IDC, the good news is that 2/3rds of IT projects are now successfully deployed. This is truly a drastic improvement over pre-2000 figures, where 1/3rd of all projects were cancelled prior to deployment, and 40% failed to meet budget, schedule and requirement criteria for success.

The ROI for Anti-Spam

The ROI Guy

The spam issue has reached such epidemic proportions that if its growth goes unabated, it can potentially ruin the utility and business value of e-mail. Nearly 36% of all e-mail messages received today are spam, according to NetIQ Corp.'s s recent study of 750 small and large organizations worldwide. That's a sixfold increase over the past three years.

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Q&A for SearchCIO: The State of ROI from IT

The ROI Guy

Between utility computing and offshore outsourcing, it's a pretty safe bet that the data center of tomorrow won't look like the data center of today. What can CIOs do to prepare for the inevitable evolution? In this interview, Tom Pisello, founder, CEO and president (basically "The Man") of Orlando, Fla.-based

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Does Size Matter in ROIT?

The ROI Guy

It's a long-held theory that larger companies have an advantage over smaller ones in IT spending, largely because of their ability to tap economies of scale. They can spend less and extract more value from investments. Recent research supports the notion that size does matter but that companies investing the most in IT are not always the winners.

Don't just cut IT spending - Use IT to reduce SG&A is best way to cut costs

The ROI Guy

Reducing IT costs is a great idea and all, but maybe you should take a closer look at administrative expenses instead. That's the advice from Alinean Research. The ROI consultancy, based in Orlando, Fla., crunched several years' worth of financial data from 10,000 publicly held companies and found that IT departments have indeed reduced costs through consolidation and cutbacks. But sales, general and administrative costs (SG&A), have proved resistant to savings.

Ten Steps to High ROIT

The ROI Guy

1) Think like the CEO. Focus on the business first. This will affect your competitive advantage. 2) Communicate in stakeholder-specific terms, such as "competitive advantage," "growth," "income statement," "TCO" and "key business metrics." 3) Think strategically. Create a competitive analysis. Compare your company to others in the industry. Be aware of where you stand, and communicate that to your board.

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The ROI of Server Consolidation and Virtualization

The ROI Guy

There's a huge opportunity for IT budget savings by reducing IT labor requirements – primarily administration and support. In fact, more than 70% of the total cost of ownership (TCO) for typical data centers is for labor or outsourced services. The high cost of labor, particularly performing mundane administrative and support tasks, is one of the key reasons why little of the IT budget is left for innovative projects that can help deliver competitive value.

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IT Does Matter

The ROI Guy

Nick Carr's argument that IT initiatives are no longer a source of corporate competitive advantage is both right and wrong. True, many IT purchases are commoditized buys that don't lift an organization past its peers. But the fundamental mistake in Carr's thesis is that all IT investments are a commodity, and should therefore be cut because they don't drive business value.

CIOs: Winning the Budget Battle

The ROI Guy

CIOs at organizations of all sizes are prepared to go into budget battle -- competing for precious few dollars to fund routine IT needs and hopefully some innovative initiatives. Even while the predictions for IT spending look promising for the next year, overall available funding is going to be tight, as revenue falls victim to the whims of an uncertain and unstable economy.

Selling with ROI

The ROI Guy

IT vendors have accepted the fact that closing deals today requires proving that their products deliver substantial value. But, with some budget relief in sight for this year, vendors may be optimistic about the return of the happy days of pre-bubble selling -- and they could abandon their commitment to ROI-based selling programs.

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The ROI from CRM

The ROI Guy

Getting analysts to agree on the potential returns of CRM is nearly impossible. Several reports recently published claimed that the return on investment (ROI) from recent CRM implementations had been dismal, with eight out of 10 projects failing to deliver on ROI promises, and project failure rates typically running between 50% and 70%. Other reports were more optimistic, estimating that about 70% of companies said their CRM initiatives had exceeded original ROI expectations.

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CIO to CFO: Extreme Makeover

The ROI Guy

Everyone loves a good makeover. Perhaps the CIO could benefit from one. With the help of a 'keen eye' and some pointed advice, these embattled executives need to shift focus to what's really the most important criteria for IT and business success.

The ROI SLA: Assuring Value Delivery

The ROI Guy

The rules for IT spending have changed significantly in the past 18 months and financial accountability is the new name of the game. Many vendors see ROI analysis as the way to arm prospects with a dollar-driven business case needed to win C-suite approval. Unfortunately, many IT professionals are finding that even the most robust vendor ROI tools aren't enough to stand up under the increased levels of financial scrutiny.

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Predictions for 2006: What should an SMB IT Executive Expect for the New Year

The ROI Guy

Its all about top-line growth – SMBs will be tasked to focus much more on front office, customer facing applications to help drive business growth. For many, this will be a 180 degree turn from the prior year’s focus on improving business efficiency via back office investments. From our analysis most IT groups are still focusing 70 to 80% of their investments on back office applications, and a meager 10% on innovation.

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IT Budget Time: Getting YES from a frugal CFO

The ROI Guy

IT spending is expected to grow again for the second straight year, with average 5-8% increases expected again for 2006. As a result, the IT budgeting process should be easier than in years past. Corporations have cash to spend, and for some businesses such as finance, technology, professional services, retail and others where IT is an essential component of competitive advantage getting executives to invest more in IT will be easier than ever.

Will the real TCO please stand up!

The ROI Guy

There have been many conflicting TCO reports claiming one solution is cheaper than another, particularly with regard to Microsoft Windows versus Linux. Can these contradictory analyst reports be trusted? When an analyst develops these reports they often interview particular customers, some provided by the vendor, others independently assessed. For each interview a particular configuration is assessed and the costs analyzed.

Small Company ROI: How to get the CEO to Yes

The ROI Guy

Any solution worth investing in will typically help the business drive revenue, improve productivity or save money. The key to any initiative you want others to consider for approval is to verify the benefits and then document the value of the solution compared to its costs to the organization. A simple business case would consist of the following topics covered to provide the executive with the business criteria they need to make sure the decision is well founded and can deliver value.

Got Leads? Here are a few Guidelines for High Tech IT Marketers

The ROI Guy

Lead development is always harder and more expensive resource-wise than anyone realizes. There are no silver bullet solution to getting prospects and filling a sales pipeline with good, quality leads.However, there are resources that can help. Finding companies with a need: Sales intelligence software can help sales professionals find the right companies, those with specific business opportunities that the company can address.

Vendor ROI: Can it be trusted?

The ROI Guy

As an IT buyer you often don't have time to do your own ROI analyses, and often rely a lot on vendors to help. But, can vendor ROI analyses be trusted? The simple answer is yes and no. Just like a reporter putting together a news story, your reliance on vendor ROI analyses depends on having a credible source and questioning/validating the facts.

Front office investments vs. back office investments

The ROI Guy

In a current IT spending vs. performance study we are doing with Bain we are looking at various IT success factors - trying to determine what makes some organizations more successful with their IT investments. One of the first items we confirmed, was the long standing belief that it is not how much you spend on IT that matters, but rather what you invest in that counts.

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Holiday Wish 1: On-demand CRM Solutions

The ROI Guy

Being that the holiday season is upon us, its time for wish lists - and for small and medium business executives, there are no shortages of priorities to address. This week I’ll address what I feel should be the tops of any IT wish list for your organization. Wish 1: On-demand CRM Solutions For many businesses looking to turbo-charge their sales and marketing growth, having a managed sales process is important. Implementing the right CRM solution can make or break these initiatives.

Second Wish: Consolidation and standardization for all.and for all a good night.

The ROI Guy

Every executive in small and medium-sized businesses wants to do more, but have it cost less…unrealistic expectations are what makes SMBs tick! And no one knows this more than SMB IT executives, who are often handed caviar dreams, but with a biscuit and gravy budget. Some things won't ever change, no matter how good we've been all year and even if we've made the top of the nice list! So how can you survive into the New Year?

Wish 3: Deliver me from in-Securities

The ROI Guy

Every small and medium business executive wishes they could spend more on security – but only after that fateful day when they realized they were spending too little too late. Unfortunately most small and medium businesses are busy investing in growth, and as a result spend less than they should on security related issues. The good news is that most of these businesses fly low on the radar screen and are not the prime targets of malicious attacks.

Wish 4: Time to Hang Ten - Catching the Innovation Wave

The ROI Guy

The next several years will be the time for preparation and innovation, as IT spending continues to grow and the next technologically innovative wave rises and crests. Gartner recently outlined in its new years resolutions for CIOs, that 06 and 07 are important preparatory years for the next wave, and we agree. Companies which recognize and begin preparing for this wave will be most ready to take advantage of the opportunities that Internet 2.0 and other new technologies provide.

Wish 5: Be optimistic about technology again

The ROI Guy

There was nothing that new technology and the Internet couldn't empower a small or medium business to do - creating new business models with new ways to market and sell; ways to interact with supply chain partners; ways to service customers …. to have the capabilities of large businesses but at lower costs and with higher agility. Unfortunately the optimism regarding technology investments was curtailed with the bursting of the Internet bubble.

Eight Factors for IT Success

The ROI Guy

Over the past three years, Alinean has measured and studied several of the best IT organizations and collected information on why they did so well. Several key practices are consistent among the groups that allow them to drive cost savings and improve value from IT. First, what defines the best companies? To measure the best-run IT organizations, Alinean uses a metric called Return on IT (ROIT), which is a measure of a company's effectiveness divided by overall IT spending efficiency.

Florida Entrepreneur Resources

The ROI Guy

Central Florida Incubator [link] Tom ONeal oneal@mail.ucf.edu Carl Ann Dykes cdykes@mail.ucf.edu Advice, Space, Infrastructure, Key contacts Entrepreneurial classes via UCF Huge listing of local resources: [link] Florida Venture Forum [link] The annual event to speak at or network Annual conference at: [link] End of January in Ponte Verde Beach

When the CMO Is the CEO Successor

Sales Benchmark Index

In 2005 nearly 50% of Fortune 500 companies had a Chief Operating Officer (COO). In 2015 less than 35% had a COO. Why does this matter to you? Once thought of as the obvious successor to the CEO, the COO is.

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7 Powerful Exercises to Up Your Sales to the Next Level

Understanding the Sales Force

Shortly after I published my best-selling book, Baseline Selling , in 2005, I also published the Baseline Selling Field Guide. Image Copyright efks. Some things take a while to catch on.

Zig Ziglar's Legacy to the Sales World

Understanding the Sales Force

The funny thing is that some of what I wrote in my 2005 book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball , is already outdated! Understanding the Sales Force by Dave Kurlan Zig died today at the age of 86.

How Social Media Influences Market Reach

Increase Sales

Probably my oldest example of how social media has expanded my influence began back in 2005 when I started submitting articles to EzineArticles.com. For any business from the smallest to the largest, market reach is essential.

Adopt the Make My Day Marketing Attitude

Increase Sales

For me, I abandoned traditional product based marketing or what I now call “pitch promos” back in 2005 and embraced education based marketing through article distribution. Many of us remember Clint Eastwood in Dirty Harry telling the law breaker to “make my day.”

Midsize Business Optimistic

Score More Sales

The National Association for Business Economics (NABE) predicts the strongest GDP growth since 2005. Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). Operations (87%). New products (76%).