The ROI Guy

APRIL 5, 2018

So as a sales and marketing professional, what impact should these findings have on your strategy and efforts? Here providing peer comparisons and benchmarks can illuminate which issues are the highest priority. This according to Gartner’s latest research on tech buying trends. Think “earlier and higher” isn’t important?

Budget Programs 45

Budget Programs Allocation Software Buy 45

The ROI Guy

JULY 9, 2018

Schenk says, “We see it in our study, and also in other studies that are out in the market: Being relevant, valuable in differentiating in every buyer interaction is THE challenge. Fewer than 1/3rd ( 30% ) of buyers engage with salespeople to clarify their needs, at the critical early phases of the buyer’s journey. found no difference at all.

Business 53

Business Peer-to-peer Differentiation Case Studies 53

The ROI Guy

MARCH 23, 2011

In a recent Harvard Business Review article , one of the most respected names in technology marketing and strategies, Geoffrey Moore discussed how diagnostic and benchmarking sales techniques can be used, particularly during a downturn, to help engage executives, open up new opportunities and unfreeze previously stuck sales processes.

Enterprise Management 40

Enterprise Management Peer-to-peer Work Management Marketing Management 40

The ROI Guy

JUNE 3, 2010

A SiriusDecisions survey recently examined which b-to-b sources are trusted most by buyers during the buying lifecycle, and the results indicate not surprisingly that Industry Analysts and Peers are the most influential and trusted sources of information. of respondents) and peers (28.7%). Search engine results were cited by only 4.4%

Peer-to-peer 40

Peer-to-peer B to B Vendors Marketing Proposals 40

The ROI Guy

MARCH 1, 2016

If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. 2) Central IT is Irrelevant? 2) Central IT is Irrelevant?

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

FEBRUARY 10, 2015

If you’ve taken a marketing course over the past few decades you were likely schooled on the 4-Ps: Product, Place, Promotion and Price. Developed in the early 60s by the marketer E. Price - The amount a customer pays for the product/ service with pricing set based on the perceived value, competitive comparisons and price elasticity.

Relevance 40

Relevance Forrester Elasticity Peer-to-peer 40

The ROI Guy

OCTOBER 18, 2012

And one of the most important elements to providing the Best Buying Experience is for your marketing and sales professionals to provide the right content and consultative engagements to help your buyers overcome challenges, make the right purchase decisions, and drive competitive advantage.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

The ROI Guy

NOVEMBER 29, 2010

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. Having the right content and tools to help fuel buyer’s decision making process is essential.

Peer-to-peer 40

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

The ROI Guy

APRIL 14, 2015

We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy. Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% YoY decline from 2014.

Gartner 40

Gartner Forecasting Planning Marketing Proposals 40

The ROI Guy

MARCH 11, 2014

Content marketing plays a more pivotal role, facilitating buyer decisions – influencing decisions before reps are involved, and arming reps with the sales tools they need to “reframe” the solution picture in the providers’ favor. So why has Financial Justification / ROI become so important to IT buyers, indicated as the most valued content?

Peer-to-peer 40

Peer-to-peer Sales Cycle Content Case Studies 40

The ROI Guy

NOVEMBER 10, 2014

Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. More importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JULY 15, 2015

If you’re marketing or selling technology, this decline could have a significant impact, stiffer competition, and even more headwinds to meeting your ambitious revenue growth goals. Gartner recently published their latest worldwide IT spending forecasts with a sharp downward revision, now projecting a 5.5% YoY decline from 2014 levels.

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

The ROI Guy

APRIL 8, 2014

Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. According to Gartner, worldwide IT spending is on pace to reach $3.8 trillion in 2014, a 3.2% increase from 2013 spending levels (and a 0.1% uplift from the last forecast published in Q1).

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JANUARY 16, 2014

Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. According to Gartner, the annual release of their New Year’s spending forecast predicts global IT spending growth of 3.1% for the year.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

NOVEMBER 30, 2011

Frugalnomics is in full effect, leaving few resources to evaluate opportunities and the organization risk adverse to change, giving more control to finance and requiring more economic justification on each proposal. However, continued economic uncertainty will make this desire hard to fulfill.

Marketing Management 40

Marketing Management Process Peer-to-peer Case Studies 40

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. email pitches per week, up 32 percent from 2006 according to sales and marketing research firm SiriusDecisions.

Interactive Marketing 40

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

The ROI Guy

FEBRUARY 15, 2013

According to IDC’s annual 2012 Buyer Experience Study published in November it was not Product Information, Peer/Customer References, Industry Trends, Competitive Comparisons and Case Studies, but by a large margin, Financial Justification / ROI. First, the demand for financial justification has never been higher.

ROI 40

ROI Peer-to-peer Marketing Proposals Case Studies 40

The ROI Guy

JANUARY 8, 2013

As a result, IT Sales and Marketing will again be tasked to deliver incremental revenue regardless of challenging market conditions and despite the historically low spending growth. According to Gartner’s latest estimates, the reigns on worldwide IT spending are loosening, with annual technology spending growth increasing to 4.2%

Gartner 40

Gartner Spending Marketing Proposals Terms and Conditions 40

The ROI Guy

DECEMBER 6, 2010

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.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

APRIL 15, 2010

1) Value Proposition - early in the lifecycle you can guess at customer needs and propose how the solution mught derive value 2) Value Hypothesis - during engagement with the customer you can investigate pain points and how the solution can help customer save, streamline or overcome the issues.

Budget Programs 40

Budget Programs Software Peer-to-peer Urgency Marketing 40

The ROI Guy

JULY 9, 2013

As such, it is important to recognize that growth will in the near term remain historically low, below the 6% average annual IT spending increases of the last decade, but that your sales and marketing strategy can be adjusted to drive competitive success. Sometimes you don’t want to be right, and this is one of those times. by mid-year).

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

AUGUST 9, 2010

According to recent survey results, 90% of B2B marketers are actively involved in producing custom content , and are investing some 25% of marketing budgets to custom content creation and promotion. It’s not just informing and entertaining, but calling the [readers] to action,” said Blank.

Urgency Marketing 40

Urgency Marketing Marketing Budget Peer-to-peer Content Marketing 40

The ROI Guy

JANUARY 18, 2013

Michael Gerard, VP of IDC ‘s CMO and Sales Advisory Practice indicates in a recent presentation that it now takes more than 650 targets just to get one deal, and each deal is taking longer to close than before, some 19 months for the marketing and sales cycle to complete. This is a good news / bad news story from IDC.

Peer-to-peer 40

Peer-to-peer ROI Sales Cycle Marketing Proposals 40

The ROI Guy

JANUARY 6, 2012

More control is in the hands of finance, requiring more economic justification on each proposal. The New Year’s cheer didn’t last long for IT, as Gartner was quick to lower its global technology spending forecast, barely a week into 2012. growth forecasts. predictions. So how can IT solution providers succeed in the face of Frugalnomics?

Work Management 40

Work Management Marketing Management Gartner Forecasting 40

The ROI Guy

JULY 19, 2012

Understanding how the mind uses both, and the inherent biases involved, can help you create better marketing content and sales presentations, drive better engagement and win more favorable decisions, faster. You have two options 1. Receive a sure $800 that I am offering you 2. So why do most select the sure bet?

Personalization 40

Personalization Peer-to-peer Marketing Proposals Differentiation 40

The ROI Guy

FEBRUARY 2, 2011

This includes more CFO involvement in key decision making, including helping to set business strategy, deciding where to invest capital and even looking at product mix and go-to-market strategies. now finds herself at marketing meetings. now finds herself at marketing meetings.

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

Onalytica B2B

DECEMBER 2, 2015

This emerging market has seen a burst of activity over the last 5 years, global investment in Fintech tripled to $12.21B in 2014. Traditional banking is being challenged as Fintech entrepreneurs and start-ups take matters into their own hands. We reached out to some of the top 20 influencers to ask them for their views on Fintech.

Peer-to-peer 30

Peer-to-peer Lead Ranking Work Management Branding 30

The ROI Guy

SEPTEMBER 29, 2010

As well, the Tech Media publishers have seen a dramatic shift in B2B vendors, who are looking for innovative ways to break through marketing fatigue to attract, connect and engage ever more skeptical and frugal buyers. The age of Internet fueled buying decisions means that traditional print publications just don't meet buyer or seller needs.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

The ROI Guy

JULY 5, 2011

2) Skeptical – trusting peers and analysts more than vendors for important decision making advice and support 3) Frugal – even though a recovery might be at hand, buyers remain economic-focused with over 90% requiring a business case on any significant purchase, and 81% expecting vendors to provide formal cost-justification. Telecom 2,015 7.3

Enterprise Management 40

Enterprise Management Marketing Management Spending Allocation 40

The ROI Guy

JANUARY 17, 2011

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.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

NOVEMBER 4, 2010

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. In this blog post, I present a few of the key research metrics and advice.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

JANUARY 25, 2011

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.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

MARCH 15, 2011

Skeptical Buyers: Inundated with more carpet-bombing marketing campaigns than ever before, buyers are suffering from information overload, making it difficult, if not impossible, to use legacy strategies to break through the noise to connect and engage with decision makers, and moreover, gain their trust.

Forrester 40

Forrester Lead Ranking Cross-Selling Peer-to-peer 40

The ROI Guy

NOVEMBER 8, 2006

Unfortunately, many IT budget presentations fall short of the mark, with slide after slide of project plans, technical architectures and spending requests without nary a mention of prior successes, proven business value contribution, peer comparison or risk analysis. Corporate and IT compliance programs require extra spending as well.

Budget Programs 40

Budget Programs Peer-to-peer Allocation Marketing Management 40

The ROI Guy

DECEMBER 14, 2005

Unfortunately, many IT budget presentations fall short of the mark, with slide after slide of project plans, technical architectures and spending requests without nary a mention of prior successes, proven business value contribution, peer comparison or risk analysis. Corporate and IT compliance programs require extra spending as well.

Budget Programs 40

Budget Programs Peer-to-peer Allocation Marketing Management 40

ClickZ

NOVEMBER 2, 2020

If you’re a marketer, you may be choosing a full-on CRM system, or a more focused online listening tool. 30-second summary: Software selection isn’t as difficult as it’s been made out to be – but you absolutely need a plan. Don’t wing it. The right software decision can drive your business forward. The wrong one could cost you significantly.

Marketing Management 131

Marketing Management Software Customer Satisfaction Vendors 131

Pam Didner

APRIL 2, 2021

What is content marketing? What are the Different Types of Content Marketing. What are the Benefits of Content Marketing. What is a Content Marketing Strategy. How to Build a Content Marketing Strategy. How Does Content Marketing Help SEO. How to Measure Content Marketing. Content Marketing Tools.

Top of Funnel 106

Top of Funnel Planning Content Marketing Paid Search Agency 106