Engineering Value in the Sales Cycle Featuring Analyst SiriusDecisions
SiriusDecisions - The Value of Value Selling & Marketing - Using ROI / TCO Tools for Success
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Copyright © 2001-2016 Alinean, Inc. Copyright © 2001-2016 Alinean, Inc. The Value of Value Selling & Marketing 1 Tom Pisello CEO / Founder The “ROI Guy” [email protected] @tpisello @AlineanROI http://www.alinean.com Peter Ostrow Research Director, Sales Enablement Strategies [email protected] @peterostrow @SiriusDecisions http://www.siriusdecisions.com
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Transcript of SiriusDecisions - The Value of Value Selling & Marketing - Using ROI / TCO Tools for Success
Copyright © 2001-2016 Alinean, Inc. 1Copyright © 2001-2016 Alinean, Inc.
The Value of Value Selling & Marketing
Tom PiselloCEO / FounderThe “ROI Guy”
[email protected]@tpisello@AlineanROIhttp://www.alinean.com
Peter OstrowResearch Director, Sales Enablement Strategies
[email protected]@peterostrow@SiriusDecisionshttp://www.siriusdecisions.com
Copyright © 2001-2016 Alinean, Inc.2
Sales needs enablement w/ better value content & tools
#1 reason sales reps didn’t achieve quota = Inability to communicate & quantify unique value
Are you arming sales with the right value actualization content / tools?Reduce Business Risks
Reduce Costs
Grow Revenue
Improve Productivity / Processes
What business value can you derive getting value right?
71% of sales leaders / execs2011, 2012, 2013, 2014, 2015, 2016
Copyright © 2001-2016 Alinean, Inc. 3
40% more IT pros likely to use vs. other personas
Committee vs. Independent decisions
57% procurement & sourcing
>$50M are 24% likely to use / apply
Most popular w/ prospects in: Manufacturing, Technology & Financial Services
Younger generation more likely to adopt
Value Actualization Tools defined …
Value Storytelling
Benchmarks &Insights
ROI
“Do Nothing” Costs
TCO
Discovery
Business Value
Copyright © 2001-2016 Alinean, Inc. 4
Value Actualization Tools defined …
The Value of Value Actualization Tools?
Copyright © 2001-2016 Alinean, Inc. 5
Improved Win Rates
32%
Of opportunities end in “No Decision”
(CSO Insights)
31%
Of deals lost to the competition
(CSO Insights)
1. Differentiate your unique value2. Quantify TCO advantages
Did you know …
1. Elevate the “pain”2. Quantify “do nothing” costs
the average win rate for organizations with excellent business value / ROI programs
(CSO Insights)
51%
Copyright © 2001-2016 Alinean, Inc. 6
Accelerated Sales Cycles
5%
Lengthening of sales cycle compared to two years ago
Did you know …
1. Arm mobilizer / champion to communicate your unique value story
2. Don’t leave financial justification up to buyer3. Evidence / testimonials essential in consensus
sales
More than 2 departments involved
43%
Five or more involved per decision
76%
Sales cycle acceleration(IDC)30%
Copyright © 2001-2016 Alinean, Inc. 7
Reduced Discounting
Did you know …
1. Present business value earlier (instead of features + demos)
2. Quantify value vs. price3. Quantify lower risk & faster payback
Rated price as the key deciding factor= not about price
9%
Reduced discounting &Deal size lift
(IDC)20%
Copyright © 2001-2016 Alinean, Inc. 8
Improved Sales Quota Performance and Consistency
#1Sales quota issue = inability to communicate & quantify value
Did you know …
1. Engage with value earlier in buyer’s journey2. Enable sales reps to communicate & quantify
your unique value story
41%
Percentage of sales reps currently meeting /
exceeding quota
Lift in reps meeting / beating quota w/ ROI selling
(CSO Insights)46% Increase in plan attainment from a great ROI selling
program (CSO Insights)13%
65%
Marketing content produced but not actioned by sales
Copyright © 2001-2016 Alinean, Inc. 9
Reduced New Sales Rep Ramp Up Time
Of sales teams are adding new reps over next 12 months
(CSO Insights)
Did you know …
1. Interactive conversations at point of engagement2. Guide value communication 3. Automate value quantification
Improve on-boarding process and improving selling skills
6months
Avg. ramp up time
Top 2 of 365%
Reduction in sales ramp up time
(IDC)1/3r
d
Copyright © 2001-2016 Alinean, Inc. 10
Success Story: Splunk Value Selling
Value Selling Suite (powered by Alinean)Over 1,500 business cases to prospects last year>50:1 rep to value specialist ratio (vs. 24:1 average)
30-90 dayacceleration
x2 order size
$120M wins
Copyright © 2001-2016 Alinean, Inc.
Why Change? Why Now? Why You?
Ideas Exploration Evaluation Selection RenewalWhy Renew?
Value Selling Tools
ROI & TCO Calculators
Value Messaging Workshop & Value Matrix
Business Case & Realized Value Tools
Mar
ketin
gSa
les &
Co
nsul
ting
Foundational
Assessment Tools
Value Actualization Tools & the Buyer’s Journey
Interactive Value Storytelling
Copyright © 2001-2016 Alinean, Inc. 12
$8.01 for every $1 invested
Elevated Success
Business Value / ROI Tools
Measurable Outcomes
Education & Support
Workstream
Integration
Keep Current &
EvolveSuperior
UX
Copyright © 2001-2016 Alinean, Inc. 13Copyright © 2001-2016 Alinean, Inc.
The Value of Value Selling & Marketing
Tom PiselloCEO / FounderThe “ROI Guy”
[email protected]@tpisello@AlineanROIhttp://www.alinean.com
Peter OstrowResearch Director, Sales Enablement Strategies
[email protected]@peterostrow@SiriusDecisionshttp://www.siriusdecisions.com
Copyright © 2001-2016 Alinean, Inc.
Save the Date for the 2017 Business Value Roadshow
March 1st, 2017 March 9th, 2017Santa Clara, CA Boston, MA
How to improve your marketing and selling effectiveness with business value, ROI & TCO.
Click here for more information
