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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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. They are being hired to put financial tools and metrics in place in order to assess business cases (ROI and TCO analysis) on proposed investments, and eventually establish closed loop systems to track actual spending and benefit achievement versus plans. Implement financial and tools training 5.

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. Better leveraging important and valuable data currently being captured by ERP, CRM, SCM and other systems, that previously has been locked in these systems due to inadequate and difficult mining and reporting tools.

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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. Most efficient were internal IT projects focused on lowering TCO - implementing best practices and tools such as standardization, consolidation and management systems to diminish the need for valuable and expensive technical resources. One of the new top priorities for CIOs is people.

Selling with ROI

The ROI Guy

They'll use tools to help sales professionals and partners quantify ROI pre-sales, and implement ongoing ROI-based service-level agreements. However, more than 65% of buyers revealed that they do not have the knowledge or tools needed to perform ROI calculations. To date, success-minded vendors have implemented several types of ROI tools to help meet the new ROI selling requirements.

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Wish 3: Deliver me from in-Securities

The ROI Guy

But how many executives can say they’ve provided their IT professionals with the necessary budget and tools to match the growing risks? We are a small business who have implemented such basic tools and they work well. When a threat is realized it is often not the tools but management or user policies, practices and procedures that fall short.

The Benefits of Business Intelligence

The ROI Guy

Leverage important and valuable data currently being captured by ERP, CRM, SCM and other systems, but locked in these systems due to inadequate and difficult mining and reporting tools 3.

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Improve Project Success Rates

The ROI Guy

As well, development tools and resources have dramatically improved along with application development capability and maturity. 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.

The ROI SLA: Assuring Value Delivery

The ROI Guy

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. One approach to closing the distance may be found in service level agreements - valued as a tool for guaranteeing availability and responsiveness. The rules for IT spending have changed significantly in the past 18 months and financial accountability is the new name of the game.

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

The ROI Guy

And traditional providers such as Microsoft are not standing idly by, launching application, server and desktop solutions aimed squarely at providing compelling new productivity and business tools to SMBs. 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.

CIOs: Winning the Budget Battle

The ROI Guy

Knowing what industry peers are spending, and with what returns, is perhaps the most powerful tool for making the case for an IT investment -- especially setting sights on the competitor who is considered to be best-in-class. 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.

The ROI for Anti-Spam

The ROI Guy

As a result, the business case for antispam tools continues to increase: The typical organization gets payback on antispam software in six months or less, and an return on investment (ROI) of well over 300%, according to Alinean Corp. Newer tools promise to hit the 90% mark, with less than 1% "false positives" (important e-mail messages unintentionally blocked.)

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The ROI of Server Consolidation and Virtualization

The ROI Guy

Comparing the solutions' TCO and service levels head-to-head with a TCO analysis tool can provide the team with visibility into potential savings, and provide justification needed to empower the business to make the right decision 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.

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CIO to CFO: Extreme Makeover

The ROI Guy

Finding the IT spending and TCO metrics for competitors is more difficult, but can be obtained from analyst firms, benchmarking specialists and tool providers, or commissioned studies. 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.

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

The ROI Guy

based Alinean LLC, a company that develops tools to measure IT value and ROI, talks to SearchCIO.com about which current trends merit attention -- and what CIOs should be doing to stay ahead of the curve. 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?

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The ROI from CRM

The ROI Guy

Licensing and support contracts for electronic data interchange (EDI) tools, databases, operating systems and other software. 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%.

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Revegy’s 2018 Year in Review Signals Strong Outlook for 2019

Smart Selling Tools

Founded in 2005, Revegy more than doubled net new customers from 2017 for its SaaS-based subscriptions. Founded in 2005, Revegy more than doubled net new customers from 2017 for its SaaS-based subscriptions. In addition, Sales Hacker added Revegy to its 2018 Best Sales Tools list. “We

Tom Pisello: The ROI Guy: Value Selling Tools and the Buying Lifecycle

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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“Let’s Do Lunch” Has Never Been Easier

Fill the Funnel

Back in 2005, Keith Ferrazi ( @keithferrazzi ) introduced Never Eat Alone which quickly became a sales classic with it’s premise that every lunch meeting has the opportunity to move your career, your performance and your friendships ahead.

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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%).

How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

How ‘individual ready’ are you in your ability to operate your tool of trade – whether it be a gun, a sword or in sales today your CRM, your apps, your BI tools, even your phone?

The Secret to Sales Rep Motivation

Steven Rosen

The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work. Develop tools to help them be more efficient. By Steven A. Rosen.

Revegy Enhances User Interface to Improve Navigation and Productivity

Smart Selling Tools

It provides users with clean dashboards, improved navigation and more intuitive experiences for modern users to make Revegy tools more productive and easily accessible. Updated placement of the most popular tools and actions for quick access. Reduced clicks to simplify tool use.

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The Sales Enablement Market Is Consolidating – and It’s a Good Thing

Sales and Marketing Management

Because of this sudden demand, the industry has experienced explosive growth in recent years, with the number of vendors more than doubling between 2005 and 2015 (current estimates are 140 to 160 companies, including point solutions) and an investment heatwave infusing billions into companies’ portfolios. This means training sales people to use multiple tools with different functions and work in different ways, which takes time and creates confusion for sales staff.

Revegy and FinListics Announce Partnership Alliance

Smart Selling Tools

Founded in 2005, Revegy helps sales teams navigate the maze of changing relationships, competing interests and corporate politics that accompany large accounts. Revegy gives enterprise sales organizations the tools needed to identify, grow and retain deals from its largest accounts.

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Where to Find Women B2B Sales Experts

Score More Sales

I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. We offer tips, ideas, strategies, tools, connections, and insight to help you sell more and sell quicker and better.

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FinListics and Revegy Announce Partnership Alliance

Smart Selling Tools

Founded in 2005, Revegy helps sales teams navigate the maze of changing relationships, competing interests and corporate politics that accompany large accounts. Revegy gives enterprise sales organizations the tools needed to identify, grow and retain deals from its largest accounts.

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LinkedIn Celebrates 10 Years with Big Enhancements

Score More Sales

We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. What I liked about LinkedIn then is what I continue to like about it as a tool for those in business -. Click here to view the embedded video.

5 Marketing and Sales Lessons from the Inbound 2012 Event

Score More Sales

Inbound marketing is a term coined by Hubspot in 2005 to refer to making yourself easy to be found on the web. Users will now have more tools in a convenient location to do everything they need to draw more prospective customers their way.

Overloaded And Overwhelmed

Partners in Excellence

As our networks expand, and the tools we leverage to network, the rate of distraction and overload skyrockets. We have new tools and apps that are supposed to simplify things for us. Reference “Overloaded Circuits, Why Smart People Underperform,” HBR, January 2005.

How Sales Operations Can Link Product Management to the Buyer

Sales Benchmark Index

Download the tool , set-up the customer interviews, and collect the answers. In 2005 Sprint bought Nextel for $35 Billion. Tony Zambito recently wrote a compelling article about the need to inform the buyer.

2 Ways to Win at LinkedIn

Alice Heiman

When I joined LinkedIn on February 21 st , 2005, I had no idea what it was or how to use it. I don’t know many tools more powerful than that, and it’s too bad that most people are under-utilizing or grossly misusing this amazing tool.

Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

In 2005, just two years after DiscoverOrg was launched, a client contacted us with a request: “We love what you do in midmarket and enterprise companies, but need support for our small-business and start-up efforts, too. It’s not available to the web-scraping tools most data providers use. A haystack is only as valuable as the number of needles inside it, and often, a bigger haystack just means … more hay. In DiscoverOrg, it’s nothing but needles.

OpenSymmetry Named in the First-Ever Inc. Best Workplaces Awards

OpenSymmetry

Founded in 1979 and acquired in 2005 by Mansueto Ventures, Inc. Magazine Introduces the Inc. Best Workplaces Awards. OpenSymmetry was named in Inc.’s

9 Valuable Entrepreneur Training Courses That You Can Take For Free Online

Hubspot Sales

Originally held in 2005, this one-week program from MIT’s Sloan School of Management is now partially available online. The Best Free Online Courses For Current & Future Entrepreneurs. Creativity & Entrepreneurship from Berklee Online.

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Winning Big Deals - Everything You Need to Know

Tony Hughes

Back in 2005, Tiger Woods was the biggest winner in the world and he cracked more than $10 million in prize-money earnings alone for the first time in a single year. But just having a tool and processes doesn’t mean the person is going to execute well. or no tool.

Tom Pisello: The ROI Guy: TCA Champ - Oracle or Microsoft SQL Server?

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.

2012 and The Next Level of Personal and Business Success

Increase Sales

As I have engaged in education based marketing since 2005 through article writing along with the adoption of this blog in February 2010, traffic to my website has greatly increased through the distribution of quality content. Today is the first day of 2012. Happy New Year!

Everything is on fire, but I feel fine

Nutshell

You’ve almost certainly had a frustrating experience, maybe with software or maybe something else, when a tool is not working like it’s supposed to. The software I support is, at its core, an efficiency-promoting tool for salespeople. This article was originally published on Medium.

The Beginner’s Guide to YouTube for B2B Marketing

Zoominfo

Since its inception in 2005, YouTube has become more than just the most popular video-sharing platform– it’s one of the most popular websites on the internet, period. Brands that market directly to consumers recognize YouTube as a powerful tool.

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