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Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

Tom Pisello

Tuesday, September 28, 2010 Do White Papers Still Engage? Let us examine one of the most important tools to engage buyers, white papers, and new best practices to help evolve this traditional medium into an effective selling machine. Do White Papers Still Rule? It’s no longer good enough to have a one size fits all approach to white paper content.

Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

The ROI Guy

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tuesday, September 28, 2010 Do White Papers Still Engage? Do White Papers Still Rule?

Tom Pisello: The ROI Guy: Alinean Launches Interactive White Papers

Tom Pisello

Wednesday, October 13, 2010 Alinean Launches Interactive White Papers Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Agency Focus: How Content Marketing is Changing, & How to Measure It

Act-On

The Gartner Group has predicted that by 2020 (just three and a half years away), customers will manage 85% of their vendor relationships without ever interacting with a human. Gartner also predicts that by 2018, 20% of ‘business content’ will be authored by machines. But press releases, articles, and white papers? Agency leaders agree. Invest. Emphasis mine.)

34 Compelling Content Marketing Stats and Facts

Webbiquity

White papers and research reports (59%). Just 55% use Google+. Brand awareness was the second-most-popular goal with 88% adding it to their top five, while 21% ranked lead generation as their No. Content marketing is now ubiquitous, with 93% of all marketers saying they do content marketing (it’s not clear what the other 7% are doing). Want to know more?

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Tom Pisello: The ROI Guy: Value Selling Tools and the Buying Lifecycle

The ROI Guy

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales.

Tom Pisello: The ROI Guy: Alinean Powers Eight More B2B Assessment.

The ROI Guy

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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

The ROI Guy

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

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

The ROI Guy

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

Five Reasons You May Not Be Spending Enough on Content Marketing

Tom Pisello

Marketers are scrambling to address the power shift and overcome lead generation and conversion issues by delivering more content and tools over more channels to actively engage ever more empowered, skeptical and frugal buyers. So what is the role of a salesperson in such an empowered buyer environment, and will this lead to an end of sales as we know it? Do White Papers Still Engage?

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

Tom Pisello

Research has revealed that buying cycles have changed dramatically through the Great Recession, as: 62% of technology vendors need more leads in order to generate the same amount of sales; 72% indicate an increase in buying cycle time over the past 6 month, while the buying cycle timeframe has increased over 10% in the past 12 months. Frugalnomics in Full Effect: Forrester and Gartner.

Tom Pisello: The ROI Guy: Hard and Soft ROI - The differences and.

The ROI Guy

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Most revenue benefits like improving lead conversion rates or reducing sale cycle length 2. Latest Research.

Tom Pisello: The ROI Guy: TCA Champ - Oracle or Microsoft SQL Server?

The ROI Guy

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Two of the leading choices are Microsoft SQL 2005 and Oracle Database 10g. Do White Papers Still Engage?

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

Tom Pisello

From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1. Tom’s latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Do White Papers Still Engage?

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. Tom’s latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Frugalnomics in Full Effect: Forrester and Gartner.

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

Tom Pisello

Leading B2B marketers have recognized this issue, and many have evolved their legacy product focus approach to Solution Selling, creating a dialogue for prospects to communicate their issues, and attempting to align solutions with pain points. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). Do White Papers Still Engage?

Trend Micro Risk and Compliance Assessment tool (powered by Alinean)

Tom Pisello

Tom’s latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). Frugalnomics in Full Effect: Forrester and Gartner. They do if they are.

Tom Pisello: The ROI Guy: The End of Marketing as We Know It.

Tom Pisello

According to IDC research, 62% of B2B vendors now need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months. Although a challenge, it is clear that overcoming these issues can improve qualified lead generations, drive more conversions, and reduce lenghthening sales cycles. Do White Papers Still Engage?

Tom Pisello: The ROI Guy: Frugalnomics in Full Effect: Forrester.

Tom Pisello

Wednesday, October 20, 2010 Frugalnomics in Full Effect: Forrester and Gartner Downgrade IT Spending Outlook In the latest research from Gartner and Forrester, both IT research firms revised their annual spending projections over the next few years, predicting lower budgets and slower growth. Frugalnomics in Full Effect: Forrester and Gartner. Do White Papers Still Engage?

Accelerate Slow Sales Cycles with More Sales Enablement Investments?

Tom Pisello

Joe Galvin, an ex-colleague at Gartner and VP and Research Director with SiriusDecisions, a leading research consultancy in the sales and marketing space, said sales enablement and knowledge management “have now become required components&# of a sales and marketing technology infrastructure. Frugalnomics in Full Effect: Forrester and Gartner. Do White Papers Still Engage?

IT recovery full speed ahead. IT vendors, are you ready?

Tom Pisello

SearchCIOs latest survey on IT budgets and spending priorities confirms reports from Forrester, Gartner and other analysts, that the IT spending recovery in 2010 is upon us. The three highest priorities are storage, enterprise applications and servers, with enterprise apps clearly leading as most important (32% of respondents). Frugalnomics in Full Effect: Forrester and Gartner.

ROI 1

Tom Pisello: The ROI Guy: How TCO is a common sense sales and.

The ROI Guy

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Quite often arbitrary cost-cutting leads to inflated costs in the IT ecology. Do White Papers Still Engage?

B2B Companies are Really Content Companies, But is Content.

Tom Pisello

Delivering interactive white papers, executive assessment tools, and calculators can deliver the customized content that buyers demand. Tom’s latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Do White Papers Still Engage?

Tailwinds for Marketing Automation Software - Insight from CRM.

Tom Pisello

Marketing automation tools supporting drip marketing campaigns and lead nurturing can build relationships with buyers during a longer sales process. “ According to Peter Sondergaard, SVP at Gartner, consumerization is a significant trend that will affect enterprise IT purchasing this decade and beyond. Frugalnomics in Full Effect: Forrester and Gartner.

Tom Pisello: The ROI Guy: Marketing Hierarchy of Needs: Achieving.

Tom Pisello

For example, we see many firms that have neglected lead handling operations, launching marketing campaigns, but not having an adequate back end system to centrally capture and nurture the leads to close. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). Frugalnomics in Full Effect: Forrester and Gartner. They do if they are.

Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

Home > Our blog HOME | RSS FEEDS | SITEMAP | CLIENT ZONE | CONTACT US Our blog About Velocity Our clients What we do Who we are Recent posts The white paper is dead…or is it? 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. A few people were so incensed they contacted me to say I was talking nonsense. Google has dis-intermediated the content business. Lots of white papers and thought leadership content.

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Tom Pisello: The ROI Guy: “Information Overload” Biggest Change.

Tom Pisello

One of the best ways we have found to connect with customers one-on-one is through interactive white papers. The results – interactive white papers are more than 65% more effective than their static counterpart at attracting qualified leads and speeding up the sales process. Frugalnomics in Full Effect: Forrester and Gartner. This got me thinking.

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Tom Pisello: The ROI Guy: One-size-fits-all whitepapers.

Tom Pisello

Fight Back with ZDE Smart Papers B2B buyers are, quite simply, not all the same. By creating content that is dynamic, adaptive and personalized with SmartPapers, changing the way white papers engage buyers. SmartPapers work with any type of white paper content and any technology / B2B solution offering. Frugalnomics in Full Effect: Forrester and Gartner.

Alinean Sponsors TechTarget Online ROI Summit

Tom Pisello

TechTargets Online ROI Summit provides IT marketers with the tools to make the most out of lead gen investments. Demonstrations and case studies will be provided on how Alinean powered interactive white papers, executive assessment tools, ROI calculators and TCO comparison tools can be used to generate better / higher quality leads, improve conversion rates and reduce sales cycles.

HP Launches Networking ROI Campaign with Alinean Tools

Tom Pisello

Monday, April 19, 2010 HP Launches Networking ROI Campaign with Alinean Tools To drive more and higher qualified leads, HP Procurve and Carolina Advanced Digital, an HP partner, have launched a campaign and microsite to promote the ROI of its solutions. The tool and white paper are available from: [link] (registration is required) Posted by Tom Pisello at 7:56 AM Email This BlogThis!

Today's Most Significant Challenges for B2B Marketers to Overcome

Tom Pisello

Tom’s latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). Frugalnomics in Full Effect: Forrester and Gartner. They do if they are.

Tom Pisello: The ROI Guy: New TCO Calculator: EMC SMB Virtual.

The ROI Guy

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

Alinean Adds Six New B2B Customers

Tom Pisello

Tuesday, August 24, 2010 Alinean Adds Six New B2B Customers Leading Value-Based Sales and Marketing Tool Provider Continues Record Growth in Q2 2010 Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today announced the addition of six new customers in the second quarter of 2010, expanding its marquee list of leading B2B vendors.

Tom Pisello: The ROI Guy: B2B online marketing continues ascent.

Tom Pisello

Wednesday, June 16, 2010 B2B online marketing continues ascent despite tough economy Rapid 12% annual growth led by Social Media, Lead-Gen Micro-Sites and Online Marketing Services B2B online marketing continues to grow, with research firm AMR predicting an annual compound growth rate of 12% into 2013. Frugalnomics in Full Effect: Forrester and Gartner. Do White Papers Still Engage?

Tom Pisello: The ROI Guy: ShoreTel And Alinean Launch Online TCO.

The ROI Guy

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom then served Gartner as a Managing VP. Gartner CIO Study Highlights Need for Outcome-Base.

Tom Pisello: The ROI Guy: Alinean Named to Inc. 5000 - Fastest.

Tom Pisello

5000 - Fastest-Growing Private US Companies Leading Value-Based Sales and Marketing Tool Provider Awarded For Entrepreneurial Growth We were pleased to learn today that Alinean was named to Inc. 5000 serves a barometer of US economic growth, highlighting many of the leading high growth small firms (less than 500 employees). Frugalnomics in Full Effect: Forrester and Gartner.

Tom Pisello: The ROI Guy: Alinean Powers ROI Calculator for.

Tom Pisello

Tom’s latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). Frugalnomics in Full Effect: Forrester and Gartner. They do if they are.

Tom Pisello: The ROI Guy: ShoreTel And Alinean Launch Online TCO.

Tom Pisello

This easy-to-use tool is accessible through ShoreTel’s public Web site and is based on the TCO industry standards that Alinean has established, incorporating independent third party research from leading firms. 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: Alinean Powers Eight More B2B Assessment.

Tom Pisello

Leading B2B solution providers recognize that old sales and marketing techniques must evolve to meet these new economic buyer demands, and as a result, they are recognizing the need to connect and sell to economic buyers with Alinean -developed assessment, ROI and TCO demand-generation and sales enablement tools.&# Frugalnomics in Full Effect: Forrester and Gartner.

Tom Pisello: The ROI Guy: How to Break Free of the Pack.

Tom Pisello

So are the leading characteristics for sales and marketing in 2010. Tom’s latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998).