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. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Provocation-Based Selling: Loosening the Status-Qu.

Work Management 40

Work Management Marketing Automation Services Marketing Management ROI 40

The ROI Guy

JANUARY 25, 2011

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Content Marketing and the Forgotten Sales Professi. How Do You Get Started in Content Marketing? They do if they are.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

FEBRUARY 4, 2009

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Content Marketing and the Forgotten Sales Professi. How Do You Get Started in Content Marketing? They do if they are.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

SEPTEMBER 4, 2007

Tuesday, September 04, 2007 The Business Value of Server Virtualization One of the key issues in IT today is that normal operating expenses consume way too much of the annual budget – 61% on average in most organizations is spent keeping the lights on, and 25% spent on regular migrations and upgrades.

ROI 40

ROI Enterprise Management Work Management Marketing Management 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. Good argument that B2B marketing needs ROI. My post, which ran at ww.savvyb2b.com argued that B2B marketing is dull and boring - it lacks personality.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

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.

Enterprise Management 40

Enterprise Management Work Management Marketing Automation Services Marketing Management 40

The ROI Guy

JANUARY 10, 2011

When we look at marketing budgets however, we find that spending is not aligned with this financial decision making criteria in most cases. Most organizations spend much more on branding and relationship management versus value-based sales and marketing initiatives.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 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. of respondents), and peers (28.7%), especially early in the lifecycle.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

FEBRUARY 4, 2009

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Content Marketing and the Forgotten Sales Professi. How Do You Get Started in Content Marketing? They do if they are.

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

The ROI Guy

NOVEMBER 8, 2006

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Content Marketing and the Forgotten Sales Professi. How Do You Get Started in Content Marketing? They do if they are.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

NOVEMBER 8, 2006

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Content Marketing and the Forgotten Sales Professi. How Do You Get Started in Content Marketing? They do if they are.

ROI 40

ROI Marketing Budget Work Management Marketing Automation Services 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.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

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 Work Management Marketing Management Budget Programs 40

The ROI Guy

JULY 22, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Content Marketing and the Forgotten Sales Professi. How Do You Get Started in Content Marketing? They do if they are.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Convert

SEPTEMBER 8, 2021

Microsoft saw a 40% increase in conversion rate for their SMB website, after running an MVT test on multiple page elements (8×4!). As you can guess, this is not as accurate and can lead to errors and false positives, and is actually a source of argument among optimizers and marketers. Multivariate Testing Example #3.

Multivariate analysis 52

Multivariate analysis Marketing Automation Services Tools A/B testing 52

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. With buyers suffering from information overload, how can a marketer break through the clutter and connect?

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 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.

Marketing Budget 40

Marketing Budget ROI Budget Programs Work Management 40

The ROI Guy

AUGUST 5, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Content Marketing and the Forgotten Sales Professi. How Do You Get Started in Content Marketing? They do if they are.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

SEPTEMBER 10, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Content Marketing and the Forgotten Sales Professi. How Do You Get Started in Content Marketing? They do if they are.

Budget Programs 40

Budget Programs Marketing Budget Work Management Marketing Management 40

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. Your Sales & Marketing Ready to Do Business with F.

Forrester 40

Forrester Marketing Budget ROI Budget Programs 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.

Work Management 40

Work Management Marketing Management Marketing Budget ROI 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!

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

The ROI Guy

NOVEMBER 8, 2006

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. 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 Budget Programs Marketing Budget Work Management 40

The ROI Guy

AUGUST 5, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Content Marketing and the Forgotten Sales Professi. How Do You Get Started in Content Marketing? They do if they are.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

AUGUST 5, 2010

The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Your Sales & Marketing Ready to Do Business with F. New TCO Calculator: EMC SMB Virtual Solutions Advi. Content Marketing and the Forgotten Sales Professi. How Do You Get Started in Content Marketing? They do if they are.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40