Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Frugalnomics Changes Everything According to Forrester analyst Scott Santucci, "Go-to-market models always change during periods of disruption, and this economic downturn has been deep, long, and might not even be over. Analyst case studies and validation, and peer social network recommendations are key to early engagement success. Alinean Powers ROI Calculator for Interactive Inte. MORE >>

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and that over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013). Sitting in on the majority of sales engagements and you can see that most are still empty product pitches or pseudo-solution engagements with a few cursory questions and canned “death by PowerPoint” presentations. for 2013. Why Now? MORE >>

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. These interactive white papers ask a few simple profile and opportunity questions, and then intelligently combine qualitative content such as relevant situational analysis, case studies and next steps with personalized quantitative savings and value assessment– all to create completely relevant and compelling content for the buyer. Alinean Powers ROI Calculator for Interactive Inte. MORE >>

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. With marketers who seem more focused on gaming the channels themselves than in the value of the dialogue being created, buyers are now inundated with more product related and meaningless offers than ever. To this end, are your marketing efforts connecting with these frugal buyers who don’t care about product features and benefits, and are instead value focused? Do White Papers Still Engage? MORE >>

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Alinean Case Study: Unisys’s IT Managed Services group realized that when engaging in the buying process, they needed to have a different dialogue for different buyers. Alinean Case Study: Microsoft realized they were being too tactical with their customers, and not being able to reach executives, or when they did, not adding enough value. Get to the single Sr. Level Executives. MORE >>