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Frugalnomics in Effect - Gartner predicts 5.5% decline in IT spending for 2015

The ROI Guy

Gartner recently published their latest worldwide IT spending forecasts with a sharp downward revision, now projecting a 5.5% YoY decline from 2014 levels. This latest estimate from Gartner is a further downward revision of the overly optimistic forecast published to kickoff the New Year, where Gartner was anticipating a 2.4% Percent in 2014 Gartner Forecasts 3.1%

Frugalnomics in Effect - Gartner predicts low IT spending growth for 2016

The ROI Guy

Gartner recently published their latest worldwide IT spending forecasts, and with a likely economic slowdown on the horizon, are projecting an anemic 0.6% YoY increase from 2015. And those opportunities you thought were progressing through the waterfall / sales process to “wins”? Sources: Gartner Says Worldwide IT Spending is Forecast to Grow 0.6 Why Your Solutions?–

Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast

The ROI Guy

According to Gartner, worldwide IT spending was expected to reach $3.8 Although the forecast at the beginning of the year predicted healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. And sure enough, Gartner had to once again lower their forecasts substantially. growth rate Gartner had predicted at the beginning of the year.

Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

According to Gartner, worldwide IT spending growth has been revised upwards to 2.6% for 2014. This is good news, and is the first time in three years that Gartner is revising its growth predictions up versus down mid-year. Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s.

Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

According to Gartner, the annual release of their New Year’s spending forecast predicts global IT spending growth of 3.1% for 2014. Examining their 2013 predictions, Gartner indicated IT spending would rise 4.2% for the year. We don’t buy it, and believe that Gartner has missed a major sea change in IT spending and decision-making in their forecasts. Click here to learn more.

Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% YoY decline from 2014. This latest estimate comes on the heels of Gartner RAISING forecasts to kickoff the New Year, expecting a 2.4% This time, Gartner blames the decline on the strength of the US dollar. However it was just a couple of years ago that Gartner blamed growth headwinds on weak US currency.

Why the Increased IT Spending Growth Forecasts from Gartner are Wrong Again!

The ROI Guy

According to Gartner, worldwide IT spending is on pace to reach $3.8 Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2% for the year. Sources: Gartner Says Worldwide IT Spending on Pace to Grow 3.2

How Can You Shine as Gartner Lowers IT Spending Forecasts for 2013?

The ROI Guy

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% in IT spend for the year. Sure enough, Gartner has had to once again lower expectations , cutting in half their earlier growth estimates, now predicting only a 2% rise. Gartner Says Worldwide IT Spending Forecast to Reach $3.7 Click here to learn more.

Gartner says 2013 will be a Better Year for IT Spending Growth?

The ROI Guy

According to Gartner’s latest estimates, the reigns on worldwide IT spending are loosening, with annual technology spending growth increasing to 4.2% for 2013. Gartner highlights that “business uncertainty is nearing resolution”, and that this is one of the key reasons for increasing their spending outlook. But is Gartner being overly optimistic? Why Now? Why You?

7 Lessons To Help You Produce Content That Converts

Modern B2B Marketing

Author: Nischala Murthy Kaushik According to Gartner , content marketing ranks among the Top 5 trends in the space of digital marketing in 2015. In this blog, I’ll highlight the seven most important lessons that I wish I had known from the start, with the hope that my insight helps other content marketers create high-value content that coverts. What gets measured, gets managed”.

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Gartner CIO Study Highlights Need for Outcome-Based Technology Sales & Marketing Strategies

Tom Pisello

Gartner's latest CIO study, "Reimagining IT: The 2011 CIO Agenda" highlights several important trends that will have significant impact on technology marketing and sales enablement into 2011 and beyond. Today only 3% of organizations have the majority of their IT in the cloud / SaaS, but in as little as four years, Gartner expects 43% of organizations to have their IT in the cloud.

PR Playbook: Earning Your Seat at the Senior Management Table

Marketing Craftmanship

However, PR practitioners who understand the bottom-line orientation of the business world make it a priority to connect the dots internally, by explaining and highlighting what role PR has played in helping to produce results – whether those outcomes are measured in lead generation, search engine page rankings, revenue growth, employee satisfaction or customer experience.

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Happy New Year! Maybe not for IT Sales & Marketing

The ROI Guy

The New Year’s cheer didn’t last long for IT, as Gartner was quick to lower its global technology spending forecast, barely a week into 2012. Looking beyond 2012, Gartner also estimates continued headwinds, lowering future forecasts for 2015 downwards to 5% growth from earlier 5.4% Source: Gartner Says Worldwide IT Spending to Grow 3.7 growth forecasts. predictions.

Are you CIO Worthy?

The ROI Guy

Gartner says CIOs are spending too much time with vendors - laying down gauntlet to vendor sales to add more value, or get lost. Gartner thinks CIOs are spending too much of their precious time with vendors, and advises to significantly curtail this activity. According to a poll of 1,300 organizations as reported by Linda Tucci (TechTarget) from Gartner Symposium/ITxpo this past month, a total of 13.5% of total IT time is spent on vendor management and procurement. Your executives need that time — and vendors are consuming that time,” Gartner analyst William Snyder said.

Creating Content is a Waste of Time – Until You’ve Mapped the Buyer Journey [Part 1: Define The Buying Journey]

CMO Essentials

The Corporate Executive Board reports that B2B buyers are 57% of the way through the buying process before they engage a sales person. Both Gartner and Forrester predict that by 2020, more than 80% of the buying process will occur without any direct human-to-human interaction. How can we record this process when most customer buying journeys and lifecycles are not linear? 

37 facts on the future of Social Selling vs. Cold Calling

Biznology

98% of sales reps with 5000+ LinkedIn connections achieve quota (source: Sales Benchmark Index ). 89% of customers begin their buying process with a search engine (source: Fleishman-Hillard ). 75% of customers say they use social media as part of the buying process (source: IBM ). Today’s sales process takes 22% longer than 5 years ago (source: SiriusDecisions).

Gartner CIO Study Highlights Need for Outcome-Based Technology Sales & Marketing Strategies

The ROI Guy

Gartner's latest CIO study, "Reimagining IT: The 2011 CIO Agenda" highlights several important trends that will have significant impact on technology marketing and sales enablement into 2011 and beyond. Today only 3% of organizations have the majority of their IT in the cloud / SaaS, but in as little as four years, Gartner expects 43% of organizations to have their IT in the cloud.

Top 50 B2B Marketing Influencers On Twitter

B2B Marketing Insider

curated production process + a fully-vetted community of creative pros = outstanding and affordable video content. Gartner_Inc – Gartner – The leading global provider of independent and objective technology related to research and advice. TonyZambito – TonyZambito – Executive Consultant, Sales Benchmark Index. Cambridege, MA – [link]. link].

5 Ways to Get Your Executive Team on Board With Predictive

Radius

In order to help convince the internal decision makers, your Predictive vendor must provide you with the following resources. 1. Company-specific case studies help your organization identify with another organization in the same industry or of similar size. Use case-specific case studies help your company understand an important problem that you face. SiriusDecisions, Forrester, Gartner, and TOPO are all experts in the new, emerging space. Obtaining analyst reports will aid in the vendor selection process and support your decision to the executive team.

5 Ways to Get Your Executive Team on Board With Predictive

Radius

In order to help convince the internal decision makers, your Predictive vendor must provide you with the following resources. 1. Company-specific case studies help your organization identify with another organization in the same industry or of similar size. Use case-specific case studies help your company understand an important problem that you face. SiriusDecisions, Forrester, Gartner, and TOPO are all experts in the new, emerging space. Obtaining analyst reports will aid in the vendor selection process and support your decision to the executive team.

9 Highly Reputable Resources for Compelling Marketing Stats

Hubspot

To help you get a leg up on creating content that will help you establish thought leadership, I’ve compiled a list of 9 of the most reputable and reliable resources for fresh marketing statistics. Take advantage of this site’s search functionality, or become a regular reader for content calendar inspiration. 4) CMI’s Content Marketing Budgets, Benchmarks, and Trends.

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Big Data is Buzzing, But Small Data Packs a Punch [Q&A]

Sales Intelligence View

Check out this helpful article: “ Little Data Vs. Big Data – Nine Types of Data and How They Should Be Used.”. Without good contact information, these systems are just plain dumb and they cost us more than they help. According to Gartner, contact information ages up to 50 percent in any year, becoming inaccurate and out of date, only serving to compound the issue.

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Keeping Up With The Joneses: 8 Ways to Stay on the Cutting Edge of Your Industry

Hubspot

‘Keeping up with the Joneses’ has long been an idiom relating to the need to keep up with the latest and greatest gadgets, trends, innovations and benchmarks (mainly so as not to be shown up by your trendy neighbours). also enjoy news websites like eMarketer , Business Insider , Mashable and research papers put out by institutions like Gartner and Forrester. All the Time.

8 Insightful Marketing Predictions for 2013 and Beyond

Hubspot

The ability to segment email lists and personalize the content will help to maximize the effect of each email, resulting in more qualified leads.” - John Bonini, Content Marketing Manager, IMPACT Branding & Design. Marketing activities will not only be measured in terms of traffic and lead generation , but it will also further opti mize processes that directly impact sales growth.

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Five Reasons You May Not Be Spending Enough on Content Marketing

Tom Pisello

Having the right content and tools to help fuel buyer’s decision making process is essential. Matter of Trust - although the research indicates that buyers truly rely on vendor content to help drive purchase decisions, with so much noise, buyers have become skeptical of vendor claims. Frugalnomics in Full Effect: Forrester and Gartner. Death of a Salesman?

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

Tom Pisello

At the same time, as buyers are becoming more empowered, sales professionals are seen by these buyers as less valuable in the decision making process, and as a result are being invited later and later in the buying cycle. To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers.

Tom Pisello: The ROI Guy: Don't Just "Sell the Problem", Quantify It

Tom Pisello

This is a big leap to expect any buyer to take, and few make it, leading to stalled sales processes, and elongated sales cycles. With quantified benchmarks not only could the prospect clearly understand the problem, but the benchmarks illuminated the severity of the issue and that others have solved the problem better than they have. according to Mr. Godin. They do if they are.

Tom Pisello: The ROI Guy: Basic Content Marketing Trumps Social.

Tom Pisello

Today’s buyers are looking for advice from vendors on what opportunities exist and what issues to solve – they need help identifying the problems to solve, not just what solutions to consider. Benchmarking Tools, to assess current spending and process efficiencies and effectiveness, comparing against peers and leaders to help uncover opportunities for savings / improvements.

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

Tom Pisello

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. This advanced in the 1990s to solution selling, where several popular methodologies prompted sales and marketing to ask a buyer questions about their pain points, then aligning solutions to help solve these opportunities. Content is King? They do if they are.

Today's Most Significant Challenges for B2B Marketers to Overcome

Tom Pisello

Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). Tom then served Gartner as a Managing VP.Post Gartner, Tom was responsible for launching and maturing several innovative companies including FullArmor, Connotate Technologies, DigitalOwl, OurBeginning.com and PuertaBella.com. Frugalnomics in Full Effect: Forrester and Gartner.

Hard Data to Justify Your Marketing Automation Investment

Customer Experience Matrix

client asked yesterday if I had some benchmark information to justify the cost of her marketing automation project. It includes five pages of properly sourced industry statistics from Aberdeen , Forrester , Gartner and SiriusDecisions. These follow a standard format: use performance to classify companies as best-in-class (top 20%), average (mid 50%) and laggard (bottom 30%) companies, and then look at differences the business processes and technology. Summary: So you want some hard numbers to prove the value of marketing automation? Here's a bunch. Statistics include: • 16.5%

Tom Pisello: The ROI Guy: Drive Budget Planning with the “IT.

Tom Pisello

Alinean ValueBase™ IT Spending Metrics for 20,000+ worldwide corporations But is there a strategy that CIOs can use to make the organization understand that certain IT investments should not be cut, and are required in order to provide a foundation of service, while others are essential for productivity, process improvements, competitive advantage? Do White Papers Still Engage?

Accelerate Slow Sales Cycles with More Sales Enablement Investments?

Tom Pisello

Given this reality, many marketing organizations are investing in sales enablement tools and processes to accelerate deal flow and maximize the productivity of their sales teams.&# So how is the sales enablement role evolving within b2b vendors? Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). “Selling is an art,&# Galvin said.

Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

Tom Pisello

Generating Awareness In order to start the engagement process with prospects, awareness needs to be created. Finding ways to help buyers Fight Frugalnomics is essential to attracting attention and engaging frugal buyers. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). Frugalnomics in Full Effect: Forrester and Gartner.

Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

The ROI Guy

Generating Awareness In order to start the engagement process with prospects, awareness needs to be created. Finding ways to help buyers Fight Frugalnomics is essential to attracting attention and engaging frugal buyers. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998). Latest Research.

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Having the right content and tools to help fuel buyer’s decision making process is essential. Matter of Trust - although the research indicates that buyers truly rely on vendor content to help drive purchase decisions, with so much noise, buyers have become skeptical of vendor claims. Death of a Salesman? Content may indeed be King to the Internet fueled buying cycle.

Marketing Big Data: Start this Year with a Plan

B2B Lead Blog

You’ve got new program plans and a data update will help to align to your target market and tag your target personas as these programs are kicking off. After doing thousands of Data Health Assessments we’ve found that on average companies are missing as much as:    70% of the industry data needed for segmentation, nurturing and targeting.    80% of the employee & revenue data needed for routing, targeting & segmentation.    60% of phone to help scale the selling process. By now, we’ve all heard that at least 2% of our marketing leads database goes ‘bad’ every month.

B2B Companies are Really Content Companies, But is Content.

Tom Pisello

Interactive Smart Content(tm) is one of the keys in helping to overcome marketing fatigue and produce engaging content. Source: [link] 2010 B2B Content Marketing Benchmarks, Budgets and Trends, American Business Media , Business Marketing Association , Junta42 and MarketingProfs surveyed over 1,100 North American B2B marketers from diverse industries and a wide range of company sizes.

SiriusDecisions profiles value of Alinean and it's sales.

Tom Pisello

Alinean’s customer-specific benchmarks, company comparisons,executive assessments, benefit and cost analyses can significantly upgrade the quality of demand creation and sales enablement interactions throughout the buying process, allowing prospects to drive at the beginning through simpler, self-service tools and sales to provide greater depth as the buying process proceeds.

ClickInsights: Biggest roadblock to converting marketing leads

Connect the Docs

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. If marketers want to overcome this roadblock, they need to create programs to match their prospects’ needs at every stage of the buying process. Mapping Content to the Buying Process - Slidecast.

Tom Pisello: The ROI Guy: Can a Value Selling / Marketing Program.

The ROI Guy

Using value marketing tools, users can be presented with tools that help them to analyze their opportunities, and obtain more personalized and intelligent advice. These tools can include interactive white papers, executive self-assessments, benchmarking comparisons, ROI calculators and TCO comparisons. 2. Tom then served Gartner as a Managing VP. Latest Research.

Frugalnomics: Business Productivity and Cost Reduction Remains Top.

Tom Pisello

To match needs, we recommend that technology vendors : help customers understand potential cost savings opportunities that they may not be aware of. 10 concern on the survey, which annually provides important benchmark data in areas including spending, salaries, job scope of IT professionals and technical/business trends. Frugalnomics in Full Effect: Forrester and Gartner.

Accelerate Slow Sales Cycles with More Sales Enablement Investments?

The ROI Guy

Given this reality, many marketing organizations are investing in sales enablement tools and processes to accelerate deal flow and maximize the productivity of their sales teams.” So how is the sales enablement role evolving within b2b vendors? The result of Frugalnomics has been a marked slowdown in the pipeline, and longer than ever sales cycles. Selling is an art,” Galvin said.