Five Ways to Value Actualization Tool Success Jim Ninivaggi Service Director, Sales Enablement SiriusDecisions Tom Pisello CEO and Founder Alinean, Inc.
May 10, 2015
Five Ways to Value Actualization Tool Success
Jim Ninivaggi Service Director, Sales Enablement SiriusDecisions
Tom Pisello CEO and Founder Alinean, Inc.
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
What is a Value Actualization Tool?
2
Value Actualization Tools
Current (Business as Usual)
Benefits
Investments
ROI, Payback, NPV, IRR
Proposed (To Be)
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Why are Value Actualization Tools so Important?
3
Inability to Communicate Value
For Active Buyers … For “Do Nothing” Prospects …
For Retention & Renewals ….
Value Actualization Tools
Pseudo Solution Selling Product Selling
Key Differences between Top and Average Performers?
Role Specific Value Financial Justification / ROI Tools
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Why are “Value-Terms Specific to a Buyer” so Important?
4
Value is in the “Eye of the Beholder”
Marketing Sales
Products
Finance
Sustainability IT
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you best identify and quantify “Value”?
5
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
When are Value Actualization tools best used?
6
Why Change?
Why Now?
Why You?
Why Renew?
Cost of Doing Nothing
Benefits of Change
Differentiating Value
Realized Value
Loosening of Status Quo
Committing to Change
Solution Selection & Decision
Justification
Service Renewal
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you get started in designing the best VA tool?
7
Usage
Personas
Value story
Right Platform
Product Marketing
SMEs
Sales Executive
Sales Enablement
Sales Leaders
Demand-Gen
Channel Management
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you successfully launch a VA tool?
8
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you best overcome the adoption challenge?
9
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you know when the program is a success or not?
10
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
How do you see Value Actualization tools evolving?
11
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
What are your big takeaways?
12
© Copyright SiriusDecisions.
All Rights Protected and Reserved.
Learn more…
• Value Actualization Tools: Getting the Value-Selling Job Done
• Alinean Profile
• Why Value Actualization Tools are so important?
• Value Marketing
• Value Selling
• Fight Frugalnomics Best Practices
13