Tuesday, June 25, 2013

Fun new ValueStory Video - How to create a new Customer Engagement Tool

ValueStory is a new guided value-selling App, a tool to advance traditional sales PowerPoints (PPTs) into something much more - delivering the data driven value storytelling and financial justification your sales reps need to succeed, and today's more frugal customer demands. 

ValueStory delivers dynamic whiteboards combined with interactive surveys, diagnostic assessments, benchmarks, cost / benefit analyses, and ROI / TCO calculators.

This quick video, developed by my friends at lum-n-8.com, chronicles what it took to produce such a ground breaking new application class.

Click here to view

Richardson and Alinean Partner to Deliver New Sales Force Effectiveness Tools and Training

Improving sales effectiveness in this "Do More with Less" economy requires modern skills with interactive selling tools

Alinean and Richardson, a leading global sales training and sales strategy execution firm, today announced a partnership to improve sales force effectiveness, creating an integrated offering of Richardson's sales methodology and skills training with Alinean's ValueStory™ interactive tablet-based selling tool.
"According to research by SiriusDecisions, the number one issue preventing sales quota achievement remains the inability for sales to deliver value messages," says Jim Ninivaggi, Sales Enablement Service Director for analyst firm SiriusDecisions. "The ability to ask the right questions, understand and create buyer needs, and link those needs to the value your solutions provide are still very relevant today. Using tablet-based solutions that can enhance and guide those conversations, including the ability to provide hard dollar justification, enhances and elevates those conversations." 
For its existing customers and new prospects, Richardson will integrate customized sales methodologies and value messaging into Alinean's ValueStory guided value-selling tool, helping to dramatically improve the adoption and enablement of new selling capabilities, driving more interactive, data-driven, provocative and value-driven customer engagements.
"To reinforce Richardson's sales methodology and skills training, Alinean's ValueStory guides sales reps to deliver the right value storytelling, provocative insights and financial justification for every selling situation," says Dario Priolo, Chief Strategy Officer for Richardson. "This helps our clients reinforce the sales methodology, messaging and skills needed to drive sales success, and understand what is being delivered in each engagement, tracking success and adoption so critical to coaching and evolution."
At the same time, Alinean will offer its customers Richardson's sales and tool training, helping to drive better adoption of Alinean's ValueStory™ sales tool, improving the competence and credibility of using the tools to prevent stalls, accelerate sales cycles and improve sales force effectiveness.
"Just like a golfer with a new set of clubs, new tools can help improve performance, but combining the tools with the right methodology, skills training, and coaching delivers the most success," says Tom Pisello, CEO and founder of Alinean. "Our partnership with Richardson provides our customers with the perfect combination of methodology, tools and sales training so crucial to achieving selling success."
In combination, the program includes sales methodology and value message consulting services, tool customization, SaaS licensing and skills training.

Wednesday, June 19, 2013

IBM Server - Managed Services Benefit Assessment (powered by Alinean)

IBM needed to prove to IT Executives the value of their Managed Services.

IBM worked with Alinean to custom develop the IBM Server - Managed Services Benefit Assessment, to help IT executives identify how an IBM Server - Managed Services solution can lower the TCO of server management, improve server resource utilization, reduce server operational costs and drive better server availability.

IBM SmartCloud Enterprise Plus TCO Interactive White Paper (powered by Alinean)

IBM wanted to generate more demand for it’s SmartCloud solution via thought leadership on their solutions significant TCO advantages.

IBM turned to Alinean to create an Interactive White Paper, delivering a provocative, customized analysis report to prove the superior value of IBM’s Cloud environment. 

This included demonstrating the value of IBM’s extensive compute options with virtual IT infrastructure support; a standard level of security for sharing physical IT resources among many tenants; and dedicated computing environments for an extra level of protection.

SAP Predictive Analytics Benefits Estimator (powered by Alinean)

SAP needed to prove how prospects could use predictive insights to identify untapped opportunities and expose hidden risks buried inside vast amounts of data.

SAP worked with Alinean to create a Benefits Estimator to tally the benefits of making predictive insight available to everyone in the organization.

Palo Alto Networks TCO Analysis Tool (powered by Alinean)

Palo Alto wanted to prove that the head-to-head competitive value of their solutions to today’s more frugal IT executive.

To meet this demand, Alinean custom crafted the Palo Alto Networks TCO Analysis Tool helps organizations quantify the potential cost savings that can be obtained by improving, yet simplifying their network security infrastructure using Palo Alto Networks next-generation firewalls.

This tool utilizes publically available list pricing and standard maintenance percentages (researched and compiled by Alinean), coupled with typical network infrastructure/data center calculations for power and HVAC. Significant savings is often obtainable by consolidating multiple network security devices (e.g., firewalls, IPS, URL filtering) with next-generation firewalls from Palo Alto Networks.

Zebra Technologies Material Flow Solution ROI Calculator (powered by Alinean)

To help determine readiness to improve material flow management, Zebra Technologies worked with Alinean to develop the Zebra Material Flow Solution ROI Calculator.

The tool contains projections and forecasts based upon third party studies as well as Zebra’s professional experience, to calculate how Zebra’s Material Flow Solution positively impacts the bottom-line by reducing labor, equipment costs and inventory resulting in savings and increased profitability.