Wednesday, September 21, 2011

Case Study: Windows Azure TCO Tool

The Windows Azure team needed to prove that its cloud platform made fiscal sense, comparing the TCO savings of its cloud platform to existing on-premise options.

To address this opportunity, Alinean analysts worked with the Azure team to create the Azure TCO Calculator, determining that in most configurations, at least 40% can be saved with SaaS, along with service level, performance and scalability improvements, making it a perfect choice in frugal times.

Using the tool, customers can assess unique opportunities and savings, obtaining a 20+ page business case analysis.  The tool has been used on average in hundreds of key selling situations to help promote Azure migrations.

See a Microsoft training session featuring the Azure TCO Calculator:



Case Study: ShoreTel TCO Tool (powered by Alinean)

The Unified Communications market is extremely competitive, and in order to move the discussion forward with today's more skeptical / frugal buyer, ShoreTel needed to quantify and prove the head-to-head cost advantages and superior value compared to competitive offerings.
To address this opportunity, Alinean developed the ShoreTel TCO Tool to compare total cost of ownership (TCO) for various unified communications systems, and quantify the advantages of ShoreTel's solutions.

Partners and enterprise sales professionals have adopted the tool significantly more than prior in-house developed programs, driving significant multi-million dollar customer deals.

Hear first hand the value this tool has had to ShoreTel and it's partners, as Tamara Taylor, BTI Group Director of Sales discusses the benefits of the ShoreTel TCO Tool (powered by Alinean):

http://www.youtube.com/watch?v=uYOjwEuG2Mk



Tuesday, September 20, 2011

On-Demand WebCast: Optimizing Content Marketing to Facilitate The Buyer's Journey

Although research indicates a significant 26% of annual marketing budgets are allocated to content marketing, only 41% find that the efforts are effective.

Why the crisis in confidence and how can you insure that your content marketing investments are effective?

This webinar, looks for answers to the crisis, discussing the latest research and uncovering the prove strategy and tactics for optimizing content return on investment.

For marketing executives, content marketers and others responsible for developing content and marketing strategies, this webinar will help you answer the following questions:
  • How much are your peers spending and what strategies / tactics are they using?
  • How are the top-performers different, and what best practices are they using to drive better content marketing effectiveness?
  • What tools are available to help you easily benchmark your spending, measure effectiveness and drive a content marketing optimization roadmap?
  • What new interactive / value-focused content can help improve marketing and sales enablement performance?
Click here to access this on-demand webinar and/or download the presentation:
https://alinean.webex.com/alinean/lsr.php?AT=pb&SP=EC&rID=48580867&rKey=61578490579b32cb

Monday, September 19, 2011

B2B Buyers: It’s all about the Benjamins

Over 2/3rds of B2B buyers indicate that immediate purchase price dominates their buying decisions 60% or more of the time. This according to new research, The Considered Purchase Decision, a survey of 448 b2b buyers across a broad range of industries, confirming that as the economic malaise continues, Frugalnomics remains in full effect.

The research revealed that price dominated in 64% of purchases, delivering great news for price leaders - those focusing on initial pricing advantages versus higher priced / often more feature-rich solutions.

Certainly these results present a challenge to premium providers, who based on these results, need to steal the focus from initial purchase price, to tangibly prove lower lifecycle costs (considering all the costs over the useful lifetime of the purchase vs. just the initial purchase price), lower risk and superior value (incremental benefits of your solution vs. competition).

And these pricing discussions need to be proactive. The survey reveals that even if the buyer is not discussing the financial differences between you and the competition; know that these discussions are happening behind closed doors and driving the purchase decision.

Sales and marketing a higher-priced supplier requires proactive transparency, differentiating the higher initial price versus a superior solution with lower costs over the useful lifecycle, more business value / bottom-line benefits, and / or lower risks.

The good news in the survey results was that although initial purchase price dominates, consideration was given to lifecycle ownership costs / total cost of ownership (TCO). In the survey, more than half the survey respondents (56%) indicated that at least 60% of the time, the total cost of ownership (TCO) had been calculated in considered purchase decisions in which they were involved. 

Moving beyond just initial price, TCO was more important to savvy Sr. executives / owners with 67% of Senior Execs/Owners say that TCO was considered.

The survey reveals that machinery and equipment-intensive indus­tries (e.g., energy-related and process industries) were the most likely to calculate TCO in the considered purchase process.


This confirms that for premium solutions, moving the discussion beyond initial purchase price to the consideration of TCO can have a competitive impact in fighting Frugalnomics.

One way to do this is to arm your web site and sales teams with a TCO comparison tool - one that can proactively, quickly and credibly create a personalized total cost of ownership comparison report - differentiating for this particular buyer the unique lifecycle cost, incremental value and lower risks of your proposed solution versus named competitors.

The Bottom-Line
With Frugalnomics in full effect, purchase price is still dominating B2B buying decisions. Although good news for price leaders, the ability to move beyond initial purchase price is critical for so many sales and marketing engagements, where shooting-it-out on price alone is a losing proposition.

Proactively positioning against the competition with regards to initial price versus lower TCO, superior business value and lower risks is essential to connecting, engaging and selling to today’s frugal B2B buyer.

The good news is that most buyers, and particularly senior level executives/ owners are receptive to TCO and other more value-focused factors.

Unless you are always the price leader, proactively moving the discussion beyond price will be essential to win more deals and grow sales into 2012 and beyond.


Source: The Considered Purchase Decision What Matters, What Doesn’t And What It Means For B2B Marketing and Sales by TriComB2B / University of Dayton School of Business Administration http://www.cmo.com/conversion/purchase-survey-finds-price-total-cost-ownership-most-important

Thursday, September 15, 2011

Does Alinean guarantee results / ROI investing in / using your tools? Do you help us measure and prove program success / improve if not achieving goals?

Yes, we do guarantee that you will achieve an ROI from using our tools.

To assure value achievement, we work with your team pre-launch to confirm the business case and key performance indicators (KPIs) that represent success.

Every 6-12 months, depending on your needs, we review performance versus these KPIs and benefit metrics in order to gauge success. Reports are provided so that you can communicate your success to senior executives.

If the results are falling below our goals, we recommend specific remediation plans / programs with your team to overcome any shortfalls, and continue the review / remediation process with you to drive success.

Can you help us support the use of the Alinean-powered sales / marketing tools in deals?

Yes, we have a services program called ROI Deal Desk, where Alinean ValueExpert™ Consultants work with your field team to collect data and prepare / present analyses. Offering these services to the field can be invaluable for conducting workshops with larger clients, and driving superior results.

These engagements can, and often do include direct interaction of our team with the customer. This can help dramatically increase the consultative value of the engagement, third-party credibility and overall effectiveness of the engagement.

Several Alinean Deal Desk engagements have been responsible for $20M+ individual deals for our clients, with over $400M in total value.

Does Alinean provide direct phone / email support to sales / marketing tool users?

As standard, we provide direct support to your tool program office, helping the core team address technical support issues, and answer questions about tool use cases and analyses. This is done via phone / email support.
Direct user and technical support can be optionally provided worldwide (additional fees apply).

Do you have sales training to help our sales team and channel partners better adopt and use the Alinean-powered tools?

Yes, Alinean provides a thorough 4 hour or 8 hour customized ValueExpert™ training class and certification on your specific tool. The training session includes important information about the buyer’s journey and where sales tools fit in the process, economic justification / financial selling methodologies, and specific situational sales training and workshops using your sales tool(s).

At the end of the training class and certification, your sales team will have consultative proficiency and practical experience to use the tool effectively with frugal executives.

How can I get my sales folks to best adopt the Alinean-powered sales tools?

The first challenge is awareness. Sales professionals and channel partners need to know that these tools exist, and have clear recommendations on where to best use them in the sales process / to help facilitate the buyer’s journey.
Building awareness can include:
·         Introductory Webinars

·         E-mail  / Newsletter Notifications

·         Postings to Sales Resource Centers

·         Inclusion in Sales Playbook

·         An internal Blog from an influential executive

·         Tool user support – typically e-mail support by your team, via a centralized alias, to get answers to basic access / use questions

Second, the sales team needs to have a proficiency using the tool as part of a consultative sales process. This needs to include more education, as well as more support services:
·         Webinar to provide more advanced training beyond simple awareness

·         Inclusion and mapping to Sales Training Methodology

·         Deal desk support – an expert to help run the tool workshop with prospects and prepare business case reports (both virtually and on-site)

·         Sales Success Case Studies – posting scenarios where the tool delivered incremental success

As part of both awareness and proficiency, metrics should be targeted and tracked, to assure that the established number of users are registering for and using the tools as planned. Alinean Success Workshops help map and track these metrics for you, proactively on initial launch, and every 6-12 months depending on your requirements, tracking success and driving necessary improvements.

Can the Alinean-powered assessments / analysis be fed data from other tools to jumpstart or automatically create analyses?

Yes, the Interactive Content Integration service can be used to feed information from CRM /marketing automation solutions or other applications into the Alinean tool, where this information is then used to intelligently populate key entries and jump-start the analysis for the user.

The Alinean tools even supports a special mode that allows the tools to be proactively fed data and run in the background to produce and share / hand back report / results.

Can the user information captured with the Alinean-powered marketing tools be shared with CRM / marketing automation solutions?

Yes, we have an Interactive Content Connector service that supports seamless  integration with CRM and lead management / marketing automation solutions such as salesforce.com, Marketo, Eloqua, SilverPop and more.

The integration can be used in multiple ways to help streamline user interaction, capture and enrich leads.

When a user runs an Alinean powered-tool, via the service, the registration information from your own registration system can be fed into the Alinean tool, pre-filling in key profile information.

When registration information is captured from the Alinean tool, the service interacts to capture and share the registration information, as well as information beyond the registration profile, to include current opportunities, assets, costs, configurations and key analysis results. This rich information is invaluable for sales & marketing understanding the prospect better, and for guiding more precise / relevant action / follow-up.

How do we protect the IP within the Alinean-powered sales / marketing tools?

Access to the Alinean-powered sales / marketing tools can be restricted to specific registered users and domains. A full identity and access management system and administration console is provided to automatically control access options and rights.

For those with access, the interactive tool itself does not expose formulas, proprietary models, pricing or other important content, other than that content which the team chooses to use on screens to collect customer profiles, visualize and communicate results, and in printed reports.

Do the Alinean-powered sales / marketing tools provide help to guide a user?

Multiple levels of help are provided, including:
·         Tool overview, providing an introduction to the tool, and getting started guide

·         For most questions / prompts tip help is provided – in-line help to guide a user on what questions are being asked, the source of the default data, and where the information may be used in the analysis

·         Benefit and cost descriptions are provided to describe what is included in each benefit and investment line item

·         System Help, to describe various tool operations such as various menu options including how to save analyses, how to share analyses, how to adjust currencies, how to manage identity and access, and more.

Is there an administrator console for managing users of the Alinean sales / marketing SaaS platform?

Yes, an administrator console is available to help review and manage tool users, set identity and access, configure tool options, develop usage reports, manage connectors and manage data mining.

Are usage reports available from the Alinean-powered sales / marketing tools?

An integrated usage report system is available so you can run reports to track the number of tool visits, new registrants, new analysis, new reports and more over select time periods for current reports and trending. Special reports for top regions, top users and more are included.

These reports are valuable in helping to track and drive conversion on demand-gen tools, and adoption for sales enablement tools.

Can the Alinean tools assessment / analysis data be mined to further understand customer responses and analysis results?

All user entries, and even key results, are saved into a database. This data can be mined and analyzed to understand customer responses, report on average results, and more.

The mined data is exported into spreadsheet format for easy sorting and analysis.

I want to develop / deliver multiple Alinean-powered sales / marketing tools – will these be integrated on one platform?

Yes, one of the unique elements of the Alinean platform is that it was designed to support from one tool, to an entire library / catalog of demand-gen and/or sales enablement tools. All hosted and managed / delivered from a single standardized tools platform.

What service level guarantees do I have with the Alinean sales / marketing tool SaaS service / delivery?

Alinean’s XcelLive platform is governed by a Service Level Agreement, outlining all key criteria for support, availability, reporting, and remediation. This agreement is part of your SaaS license contract, and an important part of our services and commitment to your use of the application.

The target service level availability for the software services is 99.0% or better. Availability is calculated as the percentage of uptime for the server platform and supporting network access, excluding scheduled maintenance windows. Availability is reported monthly, and trending analysis is available on a quarterly and annual basis.

Support requests and responses are managed on a priority basis, all with specific requirements, as detailed in the SLA.

What security policies do you support with the Alinean sales / marketing tool service / delivery?

Alinean provides a highly secure software-as-a-service platform. Alinean engages an independent security firm to conduct regular audits to ensure Alinean’s environment complies with security standards aligned with the highest industry standards such as SAS70, PCI, and ISO/IEC 27002.

Our digital security includes:

·         Identity and Access – XcelLive provides roles based security and require passwords meeting minimum security criteria.  Passwords are stored using a salted hash.

·         Network and Systems Management – All XcelLive communication is handled via SSL.  All XcelLive infrastructure is regularly monitored and receive timely updates of all security patches.

·         Network Intrustion Detection – Application and host firewall and IDS/IPS software monitor traffic and block anomalous activity while logging the actions taken.  Critical security logging events are alerted in realtime and reviewed

·         Vulnerability auditing is performed via Virtual Security Research, LLC (third party vendor) to assess application penetration risks and perform external network vulnerability assessments.  The XcelLive infrastructure is regularly monitored and maintained by UnbreakableIT (third party vendor).

·         Data / Database Security – Data is located in a secure data center.  Data is backed up (encrypted) nightly and archived offsite with Iron Mountain weekly

·         Disaster Recovery – All application server and database information is backed up regularly and regularly archived offsite.  Critical systems are configured using redundancy and hot standby configurations.

Alinean’s XcelLive platform is hosted at a the TimeWarner co-location facility located in Orlando, Florida. This site is physically secured with the following features:
·         Physical access to systems – physical access is controlled by 4 security checkpoints requiring separate validation

·         Hardening and Protection – hardening and protection guidelines are based on CIS and NSA standards and are reviewed regularly

·         Power security / redundancy – Power is conditioned for spikes, surges, brownouts and other impairments that may affect equipment and is tested quarterly.  Power continuity is provided by battery backups and diesel generators.

·         Network security / redundancy – Network is isolated and protected by leading firewall, switching and load balancing hardware.

Will the Alinean sales / marketing tool development and delivery require IT involvement?

Since the solution is a turnkey Software as a Service (SaaS), IT involvement does not need to occur, or is minimal.

In some instances, IT will review service level agreements, security and data protection policies. We have as some of our customers the largest IT firms in the world, and have passed their scrutiny and audits in each of these areas, with documentation available upon request.

If the tool data optionally needs to be integrated with existing CRM / lead nurturing systems, our team will work with those groups and our Interactive Content Connector services to easily specify, customize and deliver the necessary integration.

Do the Alinean sales / marketing tools support multiple languages?

Yes, the Alinean sales / marketing tools support multiple languages, including double-byte formats.

The platform itself has been translated into 10+ languages.

Each tool has custom content in the user interface and reports that needs to be translated separately.

Do the Alinean sales / marketing tools support multiple currencies?

Yes, the tools support over 120 different currencies and formats.

The user, upon registration, can establish a default currency to use on all analyses they create. As well, currency can be changed on the fly in any analysis.

What additional information can Alinean capture about the user or analyses from sales / marketing tools?

When the tool is run by a user, various prompts are used to collect detailed information about the customer’s opportunities, practices and current costs. As well, the tool can also help recommend solutions and provide cost-benefit analysis (depending on the type of tool).

All of this rich information is captured and available in a number of ways.

First, the information can be passed to your current CRM / lead nurturing system using an integrated Interactive Content Connector service.
Second, the information is stored in the Alinean tool database, and can be mined for analysis.

Can we collect lead / registration information from marketing tool users?

The Alinean powered tools are built / hosted on Alinean’s XcelLive platform, which has a number of lead capture options and connectors to integrate this information into your CRM / lead nurturing system.
The tool has its own registration form, which can be customized, or it can pass registration to your own registration form / system.

As well, any survey data that is captured, key results, along with the registration data, can be fed to your lead management / marketing automation system. This is rich data that will dramatically help with lead nurturing and follow-up.

If you already have the user as identified and registered prior to accessing the Diagnostic Assessment Tool, upon linking to the assessment tool, this information can be fed to the tool in order to avoid re-registration and pre-populate key profile data to streamline the engagement process.

Can I share my analysis / assessment results with others on my team, or even customers?

Yes, the tool supports collaboration with other users.

You can invite any user to collaborate with you on an analysis. They will receive an invite as a result. If they are registered already, they can access and review the analysis you sent them, providing input as appropriate.

If they are not already registered, the tool prompts them to register, and makes sure there are no access restrictions in place before allowing them to collaborate on the analysis.

What print options are available for customer reports from the Alinean sales / marketing tools?

Printing is done via templates, which the analyst / tool author uses to specify what is in a specific report, and install in the system for all to utilize.

Using the print function, the user of the tool can choose to have the report developed and sent to them via e-mail, or downloaded for review and printing.

For any tool, multiple templates can be provided to support printing in different formats, such as Word, PDF or PPT, or for supporting different purposes, having a report that is just an executive summary or a full report.

The report content is based on the user entered data and analysis, and is intelligently controlled based on these two factors – presenting only the relevant results. With this, various report sections are included / inhibited and customized based on user entry and results.

We have a new value selling / marketing tool that needs to be developed? Can we learn to do the authoring / development of a new tool ourselves?

Yes, we have several customers and partners who are authoring their own sales and marketing tools. Anyone with basic spreadsheet / Word skills can be taught how to create and publish any number of sales and marketing tools on the Alinean platform.

A special ValueExpert™ Authoring training class and certification provide the skills your team needs to proficiently develop and maintain your sales / marketing tools using the Alinean XcelLive™ platform.

A value selling / marketing model needs updating – can we do the maintenance / update ourselves, or do we need to go to you to get these updates made?

It is very easy for us to continue to evolve and maintain the content, benchmarks and intelligence within any of the Alinean powered tools.

No software application development / programming is needed to edit / evolve the user questions, benchmark comparisons, financial benefit / cost models, configurations and pricing, recommendations and advice or report content. An analyst simply edits a spreadsheet and / or Word / PPT template to change the questions, metrics, rules and personalized report content.

Although we normally maintain and evolve the tools for you as a service, if you would like to maintain the tool on your own, your experts can be trained to do so, sharing or transferring the maintenance and evolution to suite your needs / budget.

A special ValueExpert™ Authoring training class and certification provide the skills your team needs to proficiently maintain your sales / marketing tools using the Alinean XcelLive™ platform.

I have a spreadsheet based tool to convert into an online sales / marketing tool – can this be done directly?

Yes, the Alinean can uniquely take your existing spreadsheet based tools, and using our XcelLive™ platform, directly create a sales / marketing tool with NO software development needed.

The Alinean analyst works with your team to enhance and enrich the content in the spreadsheet, and then applies some special formatting and controls so it can be properly read and interpreted by the platform. With a push of a button in an administrative console, the spreadsheet is loaded into the platform, and a tool is automatically developed and delivered to users.

Along with the spreadsheet, printed reports are created and specified in a similar fashion, with an Alinean analyst using Word or PPT to create the report, using XML to pull key results and specify charts and graphs for inclusion.

Should the team want to update the user interface, metrics, report or other tool elements, an update and republish into the XcelLive™ platform of the spreadsheet, Word and/or PPT template are all that is needed – with NO software development needed.

More information on the platform can be found at: http://www.alinean.com/XcelLive.aspx

Can I have a product “configure” visually in the Alinean sales / marketing tools?

Yes, Graphics within the Canvas area of the tool, the tab area where the prompts and results are displayed, are dynamic, and can support visually representing different selected solution sets, or dynamic configuration builds.

The rules can be controlled based on user selections, sizing, formulas and data.

Can graphics be included in the Alinean sales / marketing tools to "dress them up"?

Graphic images can be placed into the tool frame or canvas to help dress up the tool. And make it very visually appealing.

Graphics within the Canvas area of the tool, the tab area where the prompts and results are displayed, are dynamic, intelligently displayed based on user input, configurations, or results.

Can the Alinean sales / marketing tool reports be customized to look like our typical white papers, proposals or presentations?

Yes, the reports are based on standard Word and PPT templates, making it easy to exactly match the style and format you require.

Matching the current style provides for continuity with existing marketing and sales collateral. Developing a unique style makes the white papers and presentations the tool develops stand out for third-party positioning and enhanced credibility.

Can the Alinean sales / marketing tools be branded to match our website / branding style guide?

Yes, the tool’s frame, canvas and many other elements can be customized to match your branding / style requirements.

Various elements such as logos, fonts, graphics and other visual features are customizable to deliver the look you need to satisfy branding requirements and “wow” prospects.

Wednesday, September 14, 2011

Can we author our own ROI / TCO Calculators / Sales Tools using the Alinean platform?

Yes, we have several customers and partners who are authoring their own ROI/ TCO Tools. Anyone with basic spreadsheet / Word skills can be taught how to create and publish any number of sales and marketing tools on the Alinean platform.

A special ValueExpert™ Authoring training class and certification provide the skills your team needs to proficiently develop and maintain ROI / TCO Tools and other sales / marketing tools using the Alinean XcelLive™ platform.




How are the Alinean ROI / TCO Calculator / Sales Tools updated, for changes such as pricing, research updates, etc?

It is very easy for us to continue to evolve and maintain the content, configurations and pricing, value propositions and calculations, default metrics and more within the ROI / TCO Calculators / Sales Tools.

No software application development / programming is needed to edit / evolve the survey questions, benchmark comparisons, recommendations or report content. An analyst simply edits a spreadsheet and / or Word / PPT template to change the questions, cost and benefits engine, default metrics, financial calculations and personalized report content.

Although we normally maintain and evolve the ROI / TCO  Tool for you as a service, if you would like to maintain the tool on your own, your experts can be trained to do so, sharing or transferring the maintenance and evolution to suite your needs / budget.

A special ValueExpert™ Authoring training class and certification provide the skills your team needs to proficiently maintain ROI / TCO Tools and other sales / marketing tools using the Alinean XcelLive™ platform.

We already have an ROI / TCO spreadsheet. Can you convert this into an online ROI / TCO Calculator / Sales Tool?

Alinean can uniquely take your existing spreadsheet based tools, and using our XcelLive™ platform, directly create a sales / marketing tool with NO software development needed.

The Alinean analyst works with your team to enhance and enrich the content in the spreadsheet, and then applies some special formatting and controls so it can be properly read and interpreted by the platform. With a push of a button in an administrative console, the spreadsheet is loaded into the platform, and a tool is automatically developed and delivered to users.

Along with the spreadsheet, printed reports are created and specified in a similar fashion, with an Alinean analyst using Word or PPT to create the report, using XML to pull key results and specify charts and graphs for inclusion.
Should the team want to update the user interface, metrics, report or other tool elements, an update and republish into the XcelLive™ platform of the spreadsheet, Word and/or PPT template are all that is needed – with NO software development needed.

More information on the platform can be found at: http://www.alinean.com/XcelLive.aspx


Prospects can be skeptical. How do I get my prospects to believe and “own” the ROI / TCO Calculator / Sales Tool results?

This is often a multi-step process:

·         First, buyers tend to trust analyst groups and peers more than vendors. The first way to gain trust is to indicate that the sales tool you are using has been developed by Alinean, a trusted third party, created by Gartner benchmarking / economic justification experts with over 20 years of experience

·         Second, the defaults in the tool have been researched and validated by a third party firm, Alinean and the other indicated / documented sources

·         Third, the tool is not a “black-box” calculator that always produces positive results. Any and all assumptions in the tool are available for review and can be changed / edited to match your own specific costs, opportunities and estimated improvements.

Review and editing is encouraged, and presents the best way ultimately for prospects to “own” the results.




How long does it take a user to interact with the ROI / TCO Calculator / Sales Tool and generate an analysis report?

ROI / TCO Calculators and Tools require the user to answer questions, review results, and prepare a report. Interaction time is dependent on the number of questions that need to be answered, and the time it takes to review results online.

This can range from 2 to 10 minutes for on-line calculators with just a few questions, or 10-20 minutes for more complex sales tools.

Is ROI /TCO Analysis too complex for sales people to handle?

Over 90% of today’s B2B solution buyers require a business case prior to approved purchases, and over 81% expect the solution provider to develop and deliver the business case for them. Their frugal sentiment – if you want to sell us something, you, the sales professionals, need to provide quantified economic justification.

You can’t afford to not have your sales people proactively develop and deliver credible business cases for proposed solutions. However, we know that although improved, research shows that only 6% of sales professionals are truly outcome / value-selling focused.

ROI / TCO Analysis tools should be designed knowing that sales professionals are evolving their value selling engagement methodology and skill sets. The tools should be easy to use proactively with clients, not requiring much data input to create quick-engagement results initially, with more ability to review and alter assumptions in subsequent client workshop engagements. The results should be presented / visualized clearly in a non-complex manner, helping the sales professional bridge the gap to a credible CFO presentable report, and easy / clear defense of the assumptions and calculations.


Is using an ROI / TCO Calculator too difficult to let buyers do this themselves from our web site?

ROI / TCO Analysis Tools can be designed specifically for self-service use by prospects / customers from your web-site or marketing portal.

Self-service tools are simplified to provide prospects / customers with a credible analysis, but one which can be produced with just a few minutes of interaction.

These tools are used to help connect and engage, communicating and educating the potential buyer on the quantified value that their organization can gain from proposed solutions.