The ROI Guy

JULY 11, 2017

Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation. All of these tools are designed to help advise buyers about their challenges, how they compare to other customers, what solutions would help them most, and how they can derive the most value from proposed solutions.

Forrester 66

Forrester B2B Sales Disintermediation B2B 66

The ROI Guy

APRIL 21, 2017

When it comes to value, many think its all about financially quantifying the ROI impact of proposed solutions. This can include customer experience and performance improvements, process optimization, time savings and risk / error reductions. But that is not enough for today’s more skeptical buyer and complex decision making process.

Disintermediation 56

Disintermediation Webcast Peer-to-peer Personalization 56

Biznology

JANUARY 7, 2016

We’ve all heard and read a lot about customer experience recently and how the study of and practice of CE Marketing has become an area of specialization and innovation. Another viewpoint stems from that of disintermediation where facilitators (in this case retailers) are being replaced by a direct connection of manufacturer to consumer.

Loyalty 80

Loyalty Paid Search Agency Disintermediation Ideal Customer Profiles 80

The ROI Guy

MAY 18, 2017

This can include customer experience and performance improvements, process optimization, time savings and risk / error reductions. For example, helping gain awards or accolades from executives and peers, going home early to be with family and kids, getting a promotion, and reducing risk of job disintermediation or disruptive job loss. #3:

Gartner 65

Gartner Enterprise Management Disintermediation Business 65

The ROI Guy

NOVEMBER 4, 2010

IDC’s most resent customer experience survey of over 200 key IT decision makers reveals that Frugalnomics is indeed in full effect. To engage better with skeptical buyers, sales could use benefit calculators and ROI tools to help quantify the impact that various solutions and options could have to the customer’s bottom-line.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

The ROI Guy

DECEMBER 6, 2010

The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#. To prevent complete disintermediation of sales from the prospect’s decision making process, sales professionals must be made relevant and important again to buyers.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

xiQ

AUGUST 8, 2015

The typical funnel starts with a marketing-generated lead for a “suspect” that, after qualification, becomes a “prospect,” and then a customer through steps that are measured and managed. Engage: Buyers initiate further contact with providers (or accept proposals from providers) to get help in moving toward a purchase decision.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62