The ROI Guy

SEPTEMBER 3, 2010

IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors 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. Is the sales force using the presentations, white papers and tools? April 2009.

Effectiveness 40

Effectiveness Forrester B to B Sales Cycle 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. 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.

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40

The ROI Guy

SEPTEMBER 17, 2010

With ready access to an unprecedented wealth of on-line information, and skepticism toward vendors as a result of direct marketing overload, buyers have revolted and taken the buying cycle into their own hands. Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you.

Interactive Marketing 40

Interactive Marketing Marketing Automation Services Peer-to-peer Buying Cycle 40

The ROI Guy

DECEMBER 6, 2010

During the B2C Internet revolution many a vendor’s world was turned upside down by failing to recognize and invest in the fundamental shift towards empowering consumers with content and buying tools. The influence of vendors as a trusted source of information lags dramatically, at only 8.1% this year, an increase from 3.1%

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Buzz Marketing for Technology

JUNE 27, 2008

Personal IT Organization Enterprise Partner/Vendor. Partner/Vendor. Vendor Management. Presented by CIOs and other senior level executives, these invitation-only programs offer timely topics and strong networking. Five things the legacy ERP vendors dont want you to know about on-demand ERP. Vendor Management.

Enterprise Management 100

Enterprise Management Work Management Marketing Management Paid Search Agency 100

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.

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

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.

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40