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. In this blog post, I present a few of the key research metrics and advice. Content may indeed be king.

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The ROI Guy

FEBRUARY 4, 2009

Today, it is a mature, widely accepted practice in both helping buyers analyze ways to reduce costs, and for vendors to make the case for change, or prove competitive advantage. Vendors of technology are competing not only with each other for new spending, but with the entrenched operating costs of the status quo.

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The ROI Guy

JANUARY 25, 2011

Buyers, Fueled by the Internet, Firmly in Control With a wealth of information from vendors, analysts and peers, buyers are doing more research on-line. Engaging earlier requires that sellers have the skills, processes and tools to “earn the right&# to present earlier, and deliver unique value during the dialogue.

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The ROI Guy

JANUARY 10, 2011

For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. Alinean recognized by BtoB Magazine’s as one of To. How Do You Get Started in Content Marketing?

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The ROI Guy

OCTOBER 22, 2010

Overall, the focus of technology buyers is on value – and much less on where marketing often focuses, such as on building vendor-buyer relationships and on brand building campaigns. Alinean recognized by BtoB Magazine’s as one of To. How to Measure and Present the Effectiveness of Yo.

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The ROI Guy

FEBRUARY 4, 2009

Alinean recognized by BtoB Magazine’s as one of To. How to Measure and Present the Effectiveness of Yo. Then calculate the potenital additional benefits of the management features and see if the virtual management TCO advantages make up for the cost savings. Provocation-Based Selling: Loosening the Status-Qu.

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The ROI Guy

JANUARY 17, 2011

Now, over 90% of B2B buyers require quantifiable proof of bottom-line impact from any significant purchase, and over 81% expect vendors to create and deliver the financial business case for most proposed purchases (IDC). Alinean recognized by BtoB Magazine’s as one of To. How to Measure and Present the Effectiveness of Yo.

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The ROI Guy

SEPTEMBER 4, 2007

1.38M in net present value (NPV) savings over 3 years (with a 10% discount rate) 4. Alinean recognized by BtoB Magazine’s as one of To. How to Measure and Present the Effectiveness of Yo. Power, cooling and data center space issues are gorwing. 1,2} For powering and cooling a server, IDC estimates $0.50 by 2010 [2].

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The ROI Guy

DECEMBER 14, 2005

In his book, and related articles and presentations, Mr. Carr’s main assertion is that the majority of IT investments have become a commodity – a utility that offers little competitive distinction and therefore no competitive advantage. Alinean recognized by BtoB Magazine’s as one of To. Vendor ROI: Can it be trusted?

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Anything Goes Marketing

MAY 17, 2009

kdewitte27 : # sds09 trend in channel demand gen strategy: let the partner create his leads and have the vendor support them with the right tools. Of course, muchos gracias to @siriusdecisions for bringing together great presentations and great people. chadhorenfeldt Tweet This!

B2B Marketing 100

B2B Marketing Work Management Trends Lead Ranking 100

Ambal's Amusings

AUGUST 27, 2009

Her clients who are technology vendors and venture firms leverage her strategic marketing and go-to-market expertise. He holds the Certified Business Communicator (CBC) designation awarded by the Business Marketing Association and was designated by BtoB magazine as one of its “Top 100 in BtoB Marketing.”

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

The ROI Guy

JULY 22, 2010

The tool analyzes TCO, including upfront acquisition costs management and support, for ShoreTel, legacy TDM systems and various competing UC vendors. Alinean recognized by BtoB Magazine’s as one of To. How to Measure and Present the Effectiveness of Yo. Provocation-Based Selling: Loosening the Status-Qu.

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B2B Marketing Zone Posts

JUNE 9, 2010

BtoB 2010 Lead Generation Guide - B2B Lead Generation Blog , May 24, 2010 BtoB Magazine just published their 2010 Lead Generation Guide. The guide contains information about trends, expert columns, market statistics and vendor lists. recommend you check it out. Social Marketing Strategy 101: Are you ready?

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Online Marketing Institute

JUNE 22, 2009

I presented a webinar the other day where I stated that while white papers are still the staple of content marketing, they’re getting really stale as a communications vehicle for B2B. They have to be easy to navigate, and present visual ideas without overwhelming the viewer.… Come and get it! Seemed to go really well.

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The ROI Guy

AUGUST 4, 2010

This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Leading B2B vendors are implementing value selling / marketing programs, and have received dramatic benefits as a result. Here are the top six benefits: 1.

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The ROI Guy

SEPTEMBER 28, 2010

The good news is that todays buyer wants to be engaged, with 9 out of 10 actively relying on vendor provided information on their way to making a purchase decision. This results in a slower buying process and the continual carpet bombing of buyer inboxes with the same static, mass-distributed whitepapers that every vendor sends out.

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The ROI Guy

SEPTEMBER 10, 2010

Smart vendors need to anticipate these frugal budget trends, and help organizations figure out how to do-more-with-less. The trend of all buyers is towards Frugalnomics, a requirement that investments deliver quantified bottom-line impact, with pressure on vendors to prove and improve the value of their solutions.

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The ROI Guy

SEPTEMBER 16, 2010

In a recent survey, 24% of buyers indicated that the sales reps are not prepared for presentations at all, 30% indicate that they are somewhat prepared , and only 29% indicate that they are well prepared. Alinean recognized by BtoB Magazine’s as one of To. How to Measure and Present the Effectiveness of Yo.

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