The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? Sources: • SiriusDecisions B-to-B Buyers Survey 2010, on an online survey of more than 600 b-to-b marketers • IDC Executive Tele Briefing on Sales and Marketing Strategies for 2010 Posted by Tom Pisello at 8:55 AM Email This BlogThis!

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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.

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The ROI Guy

JULY 15, 2009

Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base. ► November (8) Five Reasons You May Not Be Spending Enough on Con. Latest Research.

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The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before. Tom then served Gartner as a Managing VP.

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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.

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The ROI Guy

JANUARY 25, 2011

Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base. ► November (8) Five Reasons You May Not Be Spending Enough on Con. Latest Research.

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The ROI Guy

FEBRUARY 4, 2009

Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base. ► November (8) Five Reasons You May Not Be Spending Enough on Con. Latest Research.

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The ROI Guy

JANUARY 17, 2011

Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base. ► November (8) Five Reasons You May Not Be Spending Enough on Con. Latest Research.

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The ROI Guy

FEBRUARY 4, 2009

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. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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The ROI Guy

SEPTEMBER 4, 2007

To help address the lack of innovation spending, server virtualization is being considered and implemented in data centers as one means to drive “keeping the lights on&# costs lower, so as to provide more budget to innovation. for each $1 in server capital spending, increasing to $0.70 by 2010 [2].

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The ROI Guy

NOVEMBER 8, 2006

Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base. ► November (8) Five Reasons You May Not Be Spending Enough on Con. Latest Research.

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The ROI Guy

NOVEMBER 8, 2006

Since labor costs and equivalent outsourced services dominate most IT budgets -- over 56% of IT spending on average -- selecting platforms with lower implementation and ongoing management costs can significantly improve overall IT efficiency. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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The ROI Guy

DECEMBER 14, 2005

As a result, Mr. Carr asserts that most IT spending be minimized based on the lack of bottom-line impact which can ultimately be derived from such investments. Following such generalized advice can lead to spending misallocation and competitive disaster.

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The ROI Guy

JULY 22, 2010

Thursday, July 22, 2010 ShoreTel And Alinean Launch Online TCO Tool for Unified Communications Business Case Easy-to-use online calculator analyzes the Total Cost of Ownership (TCO) of competing unified communications systems to determine true costs and business value SUNNYVALE, Calif., Tom then served Gartner as a Managing VP.

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The ROI Guy

SEPTEMBER 10, 2010

Friday, September 10, 2010 IT Budgets into 2011 - Robbing Peter to Pay Paul? Gartner Executive Programs midyear survey indicates that IT budgets are growing at a paltry 1.1% in 2010, essentially flat in 2010. for 2009, showing that a spending recovery is in place, but marginally. cut in operating budgets.

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The ROI Guy

AUGUST 4, 2010

Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business? As a result, decision makers are requiring quantified business cases for >90% of all projects, first, in order to set priorities of what projects are considered, and second, to get executive signoff/ spending approval.

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The ROI Guy

SEPTEMBER 28, 2010

Tuesday, September 28, 2010 Do White Papers Still Engage? Although social media and blog content have the hype, when we look to which marketing content B2B buyers use more than any other in driving decisions, the white paper shines well above all others (MarketingSherpa and IDG 2010). Tom then served Gartner as a Managing VP.

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The ROI Guy

AUGUST 5, 2010

Thursday, August 05, 2010 Risk-Adjusted ROI Defined A variation on the traditional ROI formula, Risk Adjusted ROI is calculated as the ratio of the net gain from a proposed project, divided by its total costs - represented in net present value terms to account for project risk. Tom then served Gartner as a Managing VP. Latest Research.

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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., Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Tom then served Gartner as a Managing VP.

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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. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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The ROI Guy

SEPTEMBER 9, 2010

Thursday, September 09, 2010 Forrester announces Sales Enablement Conference focused on Selling into the New Economy We were excited to hear that Forresters first Sales Enablement Conference will be focused on Selling into the New Economy. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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The ROI Guy

NOVEMBER 8, 2006

Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base. ► November (8) Five Reasons You May Not Be Spending Enough on Con. Latest Research.

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The ROI Guy

AUGUST 5, 2010

Thursday, August 05, 2010 Net Present Value (NPV) Savings Defined NPV Definition: The sum that results when the discounted value of the expected costs of an investment are deducted from the discounted value of the expected returns. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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The ROI Guy

AUGUST 5, 2010

Thursday, August 05, 2010 Return on Investment (ROI) Defined ROI Defined: A general concept referring to calculate the Earnings from the Investment of Capital, where the earnings are expressed as a proportion of the outlay. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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