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Tom Pisello: The ROI Guy: Let the Good Times Roll? IT Spending on.

The ROI Guy

Although Forrester was predicting 8-9% IT budget growth earlier in the year, its latest survey of 2,800 global CIOs and other IT decision-makers, revealed that their predictions, as were others, were overly optimistic, with the vast majority of respondents indicating that their budgets remained the same in 2010 as they were in 2009.

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Tom Pisello: The ROI Guy: How TCO is a common sense sales and.

The ROI Guy

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.

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Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

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.

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Tom Pisello: The ROI Guy: Diametrically Opposed Forces: Selling.

The ROI Guy

By not engaging early, sales is left responding to proposal requests versus helping to set strategy and recommend solutions – a sure recipe for smaller deal size and less competitive advantage. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).

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

The ROI Guy

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. Even with a continued recovery and more financial optimism, the shift to frugality is fundamental and permanent. But up-front purchase price isn’t everything.

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Tom Pisello: The ROI Guy: Microsoft Virtualization with Hyper-V.

The ROI Guy

Wednesday, February 04, 2009 Microsoft Virtualization with Hyper-V - better value? As TCO studies have taught us however from the time Bill Kirwin first developed these models for Gartner, it is important to look not only at purchase cost of the solution, but the ongoing costs over the entire ownership lifecycle. Advantage Microsoft.

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Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

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.