The ROI Guy

NOVEMBER 4, 2013

Solution Alinean worked with Akamai to develop the KONA Security Solutions interactive white paper, determining the prospects top priority issues with security, and then recommending specific thought leadership insights, solution overview, value messaging and justification for each priority. Click here to see the tool in action.

ROI 45

ROI Fashion Guarantee Lead Rank 45

The ROI Guy

MAY 15, 2012

To fuel the demand generation program, Alinean developed the Better Way to Go Mobile Interactive White Paper , which unlike traditional static white papers, leveraged the prospect’s profile to completely personalize the white paper content, creating a customized analysis as to the prospect’s return from mobile strategy.

Demand Generation 70

Demand Generation Demand Generation Targets Sales Qualified Lead Ideal Customer Profile 70

The ROI Guy

APRIL 18, 2012

Leveraging a Total Economic Impact (TEI) study and white paper by Forrester, Alinean created an interactive white paper for Concur, so that prospects not only received the TEI study results showing average opportunities and savings, but a customized analysis of their own unique business case for Concur.

Case Study 63

Case Study Travel Study System 63

Shari Levitin

AUGUST 23, 2023

We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. Sellers: Declutter Your Prospects’ Buying Process  Customers would rather make no decision than make the wrong decision. Instead, they make sense of the information the customer already has. The problem?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

The ROI Guy

SEPTEMBER 13, 2011

Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions. However, you do want to have enough profile information and pivot points to enable the content to be intelligently customized and relevant.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

The ROI Guy

JUNE 19, 2013

IBM turned to Alinean to create an Interactive White Paper, delivering a provocative, customized analysis report to prove the superior value of IBM’s Cloud environment. Click here to get your own customized white paper.

Demand Generation 40

Demand Generation Demand Generation Targets Enterprise Enterprise 40

Zoominfo

FEBRUARY 5, 2021

Let’s start with that dream customer. The B2B sales funnel depicts how prospective customers move through the buying process in stages. Middle: Here, the prospect downloads a white paper or signs up for a webinar. Post-demo, the rep follows up; leads buy the product and leave the funnel as new customers.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Partners in Excellence

MARCH 27, 2024

We were prepping for a very difficult customer meeting this afternoon. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him. We only win when our customers succeed.

Conversion 104

Conversion Call-back Positioning Meeting 104

Zoominfo

MARCH 10, 2021

Maybe this situation sounds familiar: A company with a sales team of 50 reps decides its data is stale and its customer relationship management (CRM) features don’t meet business needs. million jobs worldwide,” IDC said, adding, “Over the same period, the use of cloud computing by Salesforce customers will add $1.2

Analysis 246

Analysis CRM Remedy SalesForce 246

The ROI Guy

SEPTEMBER 13, 2011

Most Interactive White Papers are developed with only a handful of questions, usually limiting the profile the customer needs to complete to less than 5 questions.

Ideal Customer Profile 40

Ideal Customer Profile Customer Tools Demand Generation 40

The ROI Guy

APRIL 18, 2012

To make the study results more personalized and relevant, and to drive better lead generation and quality, Dell and Intel worked with Alinean to create an Interactive White Paper, customizing the research results, findings and recommendations based on the prospects’ industry and size.

Case Study 55

Case Study Study Lead Generation Research 55

SalesFuel

MARCH 29, 2024

That push can come from user-generated content in the form of customer reviews. So, make sure consumers have access to customer reviews on each product or service you offer, and lots of them. But they might still need a little push. 78% of consumers agree that reviews give them more confidence in a product, service or brand.

Conversion 98

Conversion Marketing Ideal Customer Profile Consumer 98

Partners in Excellence

AUGUST 5, 2021

Not every customer is “our” customer or even a potential customer. We know we are supposed to focus on our Ideal Customers, those that are in our Sweet Spot. We develop, or at least we should be developing Ideal Customer Profiles (ICPs) to help focus our engagement strategies on the customers we can best help.

Ideal Customer Profile 91

Ideal Customer Profile Customer Enterprise Enterprise 91

The ROI Guy

SEPTEMBER 13, 2011

You don’t need to have a white paper already developed in order to create an Interactive White Paper.

Pivotal 40

Pivotal Demand Generation Demand Generation Targets Customer 40

SBI Growth

JANUARY 22, 2014

Why do you need customized sales training program? A customized sales training program will do both of these. The importance of a customized approach is paramount to the effectiveness of your organization. The importance of a customized approach is paramount to the effectiveness of your organization. Mix it up on them.

Training 281

Training Customer Hiring Education 281

The ROI Guy

SEPTEMBER 13, 2011

It is very easy for us to maintain and continue to evolve the content within the Interactive White Paper , and the personalization rules. No custom software application development / programming is needed to specify the content or rules.

Tools 40

Tools Ideal Customer Profile Demand Generation Agencies Software 40

Janek Performance Group

NOVEMBER 30, 2022

However, for salespeople seeking to know and understand customers, this is impractical. Instead of lacing up someone else’s shoes, it’s better to understand the customer’s journey. As much as customers are unique, their decision making follows a similar path. This influences a seller’s approach when engaging the customer.

Customer 62

Customer Case Study Loyalty Buyer 62

Zoominfo

FEBRUARY 5, 2021

Let’s start with that dream customer. The B2B sales funnel depicts how prospective customers move through the buying process in stages. Middle: Here, the prospect downloads a white paper or signs up for a webinar. Post-demo, the rep follows up; leads buy the product and leave the funnel as new customers.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

The ROI Guy

AUGUST 12, 2015

To connect with this part of the brain, you r content needs success stories, customer quotes and videos so the buyer can relate to other’s successes and ultimately “see themselves” in the results. The Middle Brain and Trust - the "limbic brain is responsible for measuring credibility and gauging trust.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Sales and Marketing Management

NOVEMBER 28, 2017

Author: Jeff Kalter If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. There are, of course, tiers of customization required, depending on the size and importance of these accounts. How to Open Doors.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

The ROI Guy

SEPTEMBER 13, 2011

The Interactive White Paper is hosted on the Alinean XcelLive™ platform , which has a number of lead capture options and connectors to several of the most popular marketing automation / CRM solutions. Each tool has its own registration form, which can be customized.

Leads 40

Leads Marketing Qualified Lead Ideal Customer Profile Lead Nurturing 40

Janek Performance Group

SEPTEMBER 12, 2022

Our new white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , outlines these principles. Customer Attributes: Identifies who your customers are, what they value, and how they make decisions on products and services.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Understanding the Sales Force

SEPTEMBER 11, 2023

Recommendation rates will vary due to several factors, including custom criteria for various selling roles, the written job posting which needs to attract the right candidates, and the use of recruiters, who recommend resumes rather than candidates who have the proper selling capabilities.

Hiring 203

Hiring Top of Funnel Company Funnel 203

The ROI Guy

SEPTEMBER 13, 2011

Where a traditional white paper already exists, a typical Interactive White Paper can be developed in 2 to 3 weeks or less, depending on the amount of content customization required and your team’s input / review cycles.

Demand Generation 40

Demand Generation Demand Generation Targets Customer 40

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers are designed to quickly personalize white paper content for relevancy. The questions should be as important and prioritized as possible, including as few questions as possible to support customization.

Ideal Customer Profile 40

Ideal Customer Profile Buying Cycle Data Report 40

The ROI Guy

SEPTEMBER 13, 2011

Links to video content can be included, and are recommended to lend an even more personal touch to the white papers. V ideo is a recommended approach when it comes to presenting research, opportunity ideas, and especially for customer case studies, where you have video of customers themselves speaking about the solutions.

Video 40

Video Case Study Study Research 40

The ROI Guy

SEPTEMBER 13, 2011

On average, Interactive White Papers require 25% more content to be developed than a traditional white paper. The qualitative content such as relevant case studies, recommendations and next steps often exist, but needs to be properly organized for use in the Interactive White Paper.

Ideal Customer Profile 40

Ideal Customer Profile Pivotal Case Study Customer 40

criteria for success

SEPTEMBER 16, 2022

Who is your ideal customer? Take a look at your ideal customer profile and start setting up scores for each criterion. Maybe your perfect customer is a financial services firm with 10-20 employees located in the tri-state area. Get everyone on the same page and seeking the same targets by setting up your ideal customer profile.

Lead Rank 98

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 98

The ROI Guy

SEPTEMBER 13, 2011

Yes, we have several customers and partners who are authoring their own Interactive White Papers. Anyone with basic spreadsheet / Word skills can be taught how to create and publish Interactive White Papers on the Alinean platform, with no custom application development skills required / needed.

Marketing 40

Marketing Tools Training Customer 40

BuzzBoard

APRIL 16, 2024

Productive use of blogs, white papers, and case studies cultivates long-term lead capturing. Using these audits, you can offer potential leads tailored insights and recommendations, boosting their engagement and increasing their likelihood of becoming paying customers.

Lead Generation 52

Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52

The ROI Guy

SEPTEMBER 13, 2011

Yes, depending on the purpose of the Interactive White Paper , you may want to customize quantitative content, such as: An analysis of the potential savings / benefits the solution could deliver, The total cost of ownership (TCO) advantages of the proposed solution versus the currently installed solutions / status-quo, S izing and pricing estimates, (..)

Case Study 40

Case Study ROI Proposal Customer 40

Zoominfo

AUGUST 5, 2021

Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. Sales enablement is a process that stretches across the sales cycle, from prospecting to customer success. Customer Success : Sales enablement is ultimately about converting customers who can derive value from your product.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

The ROI Guy

SEPTEMBER 13, 2011

Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

Babette Ten Haken

OCTOBER 8, 2018

The quality of engagement experience is essential for fueling ongoing, high-quality customer experiences. First, the act of engaging customers encourages both customers and sellers to exchange energy with one another. Either way, engagement experiences bias current and future customers, for better or for worse.

Ideal Customer Profile 88

Ideal Customer Profile Customer Chemicals SME 88