The ROI Guy

OCTOBER 22, 2010

A recent survey from Harte-Hanks reveals some vital metrics to marketers seeking insight on technology buyers and purchase decisions. Frugalnomics Reigns According to survey results, when looking at what is important to making the final purchased decision, technology buyers focus first on ensuring their purchases meet their requirements.

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The ROI Guy

JANUARY 10, 2011

We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase. When ranking the important factors that influence IT purchase decisions, survey respondents indicated that economic factors once again reign.

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The ROI Guy

JANUARY 17, 2011

To address the frugal buyer, leading sales enablement groups and marketers are now providing tools to help buyers diagnose their issues, justify solutions, and compare to prove superior value. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales.

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The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase.

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The ROI Guy

DECEMBER 6, 2010

Now, in B2B, we have seen a similar dramatic shift towards prospects taking charge of the buying cycle, using on-line content marketing, resources and tools to drive research, comparisons and purchase decisions. Alinean recognized by BtoB Magazine’s as one of To. IDC: Economic Buyers, Digital Overload and Sales E.

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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. Do these features yield cost savings that make the purchase price savings moot? Advantage Microsoft.

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The ROI Guy

NOVEMBER 8, 2006

In order to realize the up-sell / cross-sell benefit, the call center staff needs to use the solution as expected, this changes the relationship with the customer, and the customer reacts by purchasing more – a complex set of cause and effect in order for quantifiable benefit to be achieved.

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