Showing posts from October, 2011

Are you CIO Worthy?

Gartner says CIOs are spending too much time with vendors - laying down gauntlet to vendor sales to add more value, or get lost.

Gartner thinks CIOs are spending too much of their precious time with vendors, and advises to significantly curtail this activity. According to a poll of 1,300 organizations as reported by Linda Tucci (TechTarget) from Gartner Symposium/ITxpo this past month, a total of 13.5% of total IT time is spent on vendor management and procurement.As most CIOs have been forced to do more with less, this time allocation is more precious than ever. As a result of the significant amount of time spent, and the apparent lack of value-add , Gartner recommends vendor time be significantly reduced.“Your time is very expensive. Your employees need that time. Your executives need that time — and vendors are consuming that time,” Gartner analyst William Snyder said. “Time is squandered.” If you thought getting that executive IT meeting was hard before, this won’t make it any easi…

Innovate or Die: Actions IT Solution Providers Can Take To Help IT Leaders Meet the Number One Challenge for 2012

Each year over 8,000 CIOs and IT Leaders gather in Orlando for Gartner’s Symposium and IT Expo to discuss the latest research from Gartner analysts, and the sessions are never short on predictions, insight and even controversy, all helping to shape the top IT priorities and investments for 2012 and beyond. The 2011 sessions did not disappoint, with analysts urging “creative destruction” as one of the most important strategies for IT executives to embrace. 

“For the IT leader to thrive in this environment, IT leaders must lead from the front and re-imagine IT,” according to Peter Sondergaard, senior vice president at Gartner and global head of Research. “IT leaders must embrace the post-modern business, a business driven by customer relationships, fueled by the explosion in information, collaboration, and mobility.” According to Gartner, this new era brings with it urgent and compelling forces including the cloud, social, mobility, and an explosion in information”.

This recommendation, t…

Alinean Introduces Interactive Content Connectors for CRM / Marketing Automation Integration

Captures rich customer intelligence for superior lead nurturing and accelerated sales cycles

Alinean introduced Interactive Content Connectors at the Eloqua Experience event, helping integrate Alinean-value sales / marketing tools with CRM / Marketing Automation solutions, including, Eloqua and more.

As prospects and sales professionals use Alinean-powered Interactive White Papers, Diagnostic Assessments and ROI / TCO Calculators, much intelligence is collected during the engagement. This includes customer profiles, current asset configurations, priority pain points and opportunities, solution requirements and recommendations, competitors under consideration, proposed solution costs and benefits and ROI potential. Using the new Interactive Content Connectors, this rich intelligence is captured and integrated centrally within the CRM / Marketing Automation solution, enriching the lead nurturing and sales engagement process.

Joe Payne, Eloqua Chairman and CEO Introduces Alin…

Demand-Gen Report Interview on Need for New Sales Enablement Tools

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc.

1.Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions?

First, today’s B2B buyer is more empowered than ever before. Before sales is even invited to the table, the typical buyer has already used the Internet and social media to research and prioritize opportunities, investigate potential solutions, reviewed relevant case studies, quantify potential benefits, investigate prices and analyze competitive offerings. Buyers are in control, with almost 70% indicating they don’t think sales is adding enough value-add to their engagements (Forrester 2011).

Second, although buyers are more empowered, under current budget constraints they have been forced to “do-more-with-less” and as a result, have less time than ever to fully understand their issues / opportunities, and research / deliver solutions. There…