Frugalnomics Requires New ROI-Focused Sales & Marketing Tools Customers forced to do-more-with-less 61% “Keeping-lights-on” operations 24% Already designated project 15% Discretionary funds for new proposals 16% 17% 7% 2010 2011 Growth More buyers involved in each purchase decision Average purchase process takes longer 2009 2010 4.3 months 5.6 months Purchase process is more complex More Economic Scrutiny It’s easier for B2B buyers to “do-nothing” than change 90% of buyers require a business case for new projects 81% expect vendors to provide economic justification ! Frugalnomics is in Full Effect To Fight Frugalnomics requires a new approach Number One Sales Priority for 2011: Show Buyers the Money 60% Traditional Product Selling 30% Solution Selling 10% Provocative Value Selling Yet most still sell using antiquated techniques: 85% doubt vendor claims unless there is 3rd- party proof 0% 10% 20% 30% 40% 50% 60% 70% 30% 17% 16% 15% 11% 9% 9% 2% 15% 13% 20% 14% 10% 11% 14% 14% 13% 15% 12% 34% 12% Improving sales’ ability to show benefits / value to prospects is the number one tactic to drive B2B sales performance in 2011, according to a recent survey by CSO Insights. Improve Ability to Show Benefit Optimize Sales Process Improve Ability to Reach People Increase Customer Loyalty Optmize Forecast Accuracy Bow Out of Poor Deals Sooner Optimize Competitive Difference 1st Priority 2nd Priority 3rd Priority Justify Change with Return on Investment (ROI) D i s c o v e r y C o n s i d e r a t i o n D e c i s i o n Customer Buying Lifecycle Engage with Interactive White Papers Diagnose with Assessment Tools Justify with ROI Tools Differentiate with TCO Tools Make the Case for Change Use justification to prove value of proposals to frugal prospects: 1. Illuminate the current costs and lost opportunities by maintaining status quo 2. Prove the cost of doing nothing 3. Quantify the savings and benefits from the proposal 4. Tally the required investment and risks 5. Summarize the business case in terms executives need to make the decision, including ROI, payback period and NPV Savings ROI Analysis Tools Current Opportunities Questionnaire Components of a successful ROI Analysis Tool: Great Examples Solution Recommendation & Configuration Benefits / Savings Quantification Investment & Risk Quantification Key Financial Justification Discounted Cash Flow Analysis Click to view the tool Windows 7 ROI Calculator Click to view the tool BlueCoat ROI Assessment Click to view the tool AT&T Connect ROI Calculator http://www.alinean.com About Alinean Alinean, the leading provider of dynamic sales and marketing tools, empowers B2B vendors to better sell to today's economic-focused buyer. Alinean-powered interactive white papers, assessments, ROI calculators and TCO comparison tools create more compelling value-based connections, workshops, presentations and proposals — delivering customized diagnostics, benchmarks, solution recommendations, benefits, investments, ROI, payback and TCO advantage proof points. Leading B2B firms leveraging Alinean tools include: HP, IBM, Microsoft, EMC, Dell, Intel, IDC/IDG, AT&T, Siemens, Unisys, Thomson Reuters, NetApp, Citrix, Symantec, Novell, Cisco, Oracle, Sybase, and CA. Learn more: at the Fight Frugalnomics™ Resource Center http://www.fightfrugalnomics.com, by visiting http://www.alinean.com, or calling 407.382.0005. Sources The CSO Insights Sales Management Optimization research report for 2011 can be found at: http://www.csoinsights.com/Publications/Shop/sales-management-optimization More research can be found at: http://www.fightfrugalnomics.com More examples of successful ROI Tool programs can be found at: http://www.alinean.com/sales-enablement/ROI_tools.aspx powering B2B sales to economic buyers 2011
Frugalnomics Requires New ROI-Focused Sales & Marketing Approach
Jul 22, 2015
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Frugalnomics Requires New
ROI-FocusedSales & Marketing Tools
Customers forced to do-more-with-less
61% “Keeping-lights-on” operations
24% Already designated project
15% Discretionary funds for new proposals
16%
17%
7%
2010 2011 Growth
More buyers involved in each purchase decision Average purchase process takes longer
2009
2010
4.3 months
5.6 months
Purchase process is more complex
More Economic ScrutinyIt’s easier for B2B buyers to “do-nothing” than change
90%of buyers require a business case for new projects
81%expect vendors to provide economic justi�cation
!Frugalnomics
is in Full Effect
To Fight Frugalnomics requires a new approach
Number One Sales Priority for 2011:Show Buyers the Money
60%TraditionalProduct Selling
30%Solution Selling
10%ProvocativeValue Selling
Yet most still sell using antiquated techniques:
85%doubt vendor claims unless there is 3rd- party proof
0% 10% 20% 30% 40% 50% 60% 70%
30%
17%
16%
15%
11%
9%
9%2%
15%
13% 20%
14% 10%
11% 14%
14% 13%
15% 12%
34% 12%
Improving sales’ ability to show bene�ts / value to prospects is the number one tactic to drive B2B sales performance in 2011, according to a recent survey by CSO Insights.
Improve Ability to Show Bene�t
Optimize Sales Process
Improve Ability to Reach People
Increase Customer Loyalty
Optmize Forecast Accuracy
Bow Out of Poor Deals Sooner
Optimize Competitive Difference 1st Priority
2nd Priority
3rd Priority
Justify Change with Return on Investment (ROI)
Discovery
Consideration Decisi
on
CustomerBuying Lifecycle
Engagewith Interactive White Papers
Diagnosewith Assessment Tools
Justifywith ROI Tools
Differentiatewith TCO Tools
Make the Case for ChangeUse justi�cation to prove value of proposals to frugal prospects:
1. Illuminate the current costs and lost opportunities by maintaining status quo2. Prove the cost of doing nothing3. Quantify the savings and bene�ts from the proposal4. Tally the required investment and risks5. Summarize the business case in terms executives need to make the
decision, including ROI, payback period and NPV Savings
ROI Analysis Tools
Current Opportunities Questionnaire
Components of a successful ROI Analysis Tool:
GreatExamples
Solution Recommendation & Con�guration
Bene�ts / Savings Quanti�cation
Investment & Risk Quanti�cation
Key Financial Justi�cation
Discounted Cash Flow Analysis
Clic
k to
vie
w th
e to
ol
Windows 7 ROI Calculator
Clic
k to
vie
w th
e to
ol
BlueCoat ROI Assessment
Clic
k to
vie
w th
e to
ol
AT&T ConnectROI Calculator
http://www.alinean.com
About Alinean
Alinean, the leading provider of dynamic sales and marketing tools, empowers B2B vendors to better sell to today's economic-focused buyer. Alinean-powered interactive white papers, assessments, ROI calculators and TCO comparison tools create more compelling value-based connections, workshops, presentations and proposals — delivering customized diagnostics, benchmarks, solution recommendations, bene�ts, investments, ROI, payback and TCO advantage proof points.
Leading B2B �rms leveraging Alinean tools include: HP, IBM, Microsoft, EMC, Dell, Intel, IDC/IDG, AT&T, Siemens, Unisys, Thomson Reuters, NetApp, Citrix, Symantec, Novell, Cisco, Oracle, Sybase, and CA.
Learn more: at the Fight Frugalnomics™ Resource Center http://www.�ghtfrugalnomics.com, by visiting http://www.alinean.com, or calling 407.382.0005.
Sources
The CSO Insights Sales Management Optimization research report for 2011 can be found at: http://www.csoinsights.com/Publications/Shop/sales-management-optimization
More research can be found at: http://www.�ghtfrugalnomics.com
More examples of successful ROI Tool programs can be found at: http://www.alinean.com/sales-enablement/ROI_tools.aspx
powering B2B sales to economic buyers 2011
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