Showing posts from February, 2010

Sell to C-suite with early engagement and added value

A research project by SellXL involving the alignment between sellers and CXO-level executives indicates that those sales professionals who engage early in the strategic decision making phase of the buying process, and connect as a trusted advisor, are the most successful.

According to Stephen J. Bistritz, founder of SellXL, the independent worldwide survey of 500 CXO-level executives reveals that:

> 80% of executives get involved and make important decisions very early in the buying cycle, therefore salespeople must engage early with executives to set the stage for a solution, versus waiting to address an identified need / respond to an RFP. Engaging early means helping the executive understand current business issues, establish project objectives and set overall project strategy.

> Majority of executives want salespeople who are willing to be held accountable, provide value and deliver results. The more quantified these results can be at driving savings or revenue performance, th…

Goldman Sachs reports SaaS first choice for Software blogger Dave Rosenberg reports “A "SaaS first" policy is being enacted in the majority of small and midsize businesses." according to Goldman's survey "Techtonics: Unstoppable shift to SaaS continues."

The analysis highlights that 58 percent of respondents consider a SaaS option when making an application purchase decision, and that currently 39% prefer SaaS to traditional on-premise solutions.

Why the move to SaaS? Forty percent of respondents indicated to Goldman that they would be more likely to use SaaS solutions in a weaker economy, due to perceived total cost of ownership (TCO) benefits.

In Alinean TCO analysis studies (such as, at least 40% can be saved in most situations with SaaS, along with service level, performance and scalability improvements, making it a perfect choice in frugal times. The move to SaaS also improved leverage, freeing limited IT resources and budgets for innovation vs. day to…

Alinean's record 2009 Performance and 2010 Hiring Plans

I am very pleased to announce our record 2009 performance at Alinean, and a big thanks to all of our customers, partners and team!

Some of the highlights:

> Added 20 new customers to marquee list of leading B2B solution providers. 2009 additions include Thomson Reuters, Juniper Networks, NetApp, OpenText, SonicWall, Western Blue, ProActive Services, Verdiem, NetScout Systems, BlueArc, Telus Communications, Infor Corporation, SolidWorks, and InMage.

> Announced as value-based sales & marketing tool vendor of record at EMC, Juniper Networks and NetApp, with continued standardizations at valued, long-time customers Microsoft, HP and IBM.

> Gained additional customers via partnership with IDC ( - including Aspect, Netcordia, Sterling Commerce, Nuance and Van Guard. IDC markets, sells and authors their tools with the Alinean EnterpriseROI™ platform.

> Launched several ROI/TCO demand-gen campaigns with partner Ziff-Davis Enterprise (http://www.ziffdavisenter…

Connecting with Skeptical / Frugal Buyers drives Content Marketing Spending up Significantly in 2010

A recent research report on content marketing highlighted why marketing via feature / function / price is extinct, and why connecting personally with skeptical and frugal buyers is more important than ever.

With less money to spend on proposed projects, spendthrift executives have grown skeptical of B2B solution provider pitches and claims. These executives want help in identifying ways to save, and quantifiable proof that quick payback and return on investment are real.

As a result, significant demand exists for content oriented marketing campaigns, those that deliver education and personalized advice to customers. Rich internet applications (RIAs) such as on-line interactive assessment tools, ROI calculators, and TCO comparisons are important elements of such campaigns. These applications help buyers understand potential opportunities, and quantify the value that could be derived - in very educational and personal terms.

Over 250 marketing professionals, representing both small and lar…