ExpertROI was designed to address a fundamental shift in the technology marketplace. Over the past five years, IT purchase decisions have become less driven by replacement and upgrade cycles and increasingly based on compelling business criteria. To effectively sell in this environment, IT vendors need to deliver more than performance promises - they must deliver sound financial justification that supports the technology purchase.
"Today, IT buyers are demanding to know how a vendor's products can deliver cost savings or drive business growth," said Randy Perry, vice president, Networking Industry Strategy at IDC. "Unfortunately, traditional marketing and sales tools can't effectively deliver the kind of financial justification needed to meet these demands. ExpertROI offers a new set of tools and methods specifically designed to deliver a solution's ROI justification to enterprise executives and economic buyers."
ExpertROI equips technology vendors with a complete set of ROI selling tools featuring credible, C-level analysis backed by solid, independent research. Utilizing proven methodologies and financial models, IDC's business value research provides a solid foundation for the ROI selling program. The business value proposition, delivered in an IDC white paper, is based on product-specific market intelligence and case studies. The ROI selling process is supported by a range of sales tools offered by IDC and Alinean, including an ExpertROI Calculator and an ExpertROI Interactive White Paper. The ExpertROI Sales Education training ensures that financial terms and methods are fully integrated into the sales process. Together, these tools help to streamline the value selling process, increase product credibility, and improve the effectiveness of sales professionals in preparing and delivering ROI business cases.
"Early adopters of ROI selling have established a clear advantage over their competitors in the past 15 months," said Tom Pisello, CEO of Alinean. "Again and again, we've seen vendors in every segment successfully sell in markets where 'no one's buying' simply by integrating business-driven ROI methodology into the core of their sales strategies."
IDC and Alinean will be demonstrating ExpertROI tools and capabilities at IDC's Directions 2004 conferences on March 31 at the San Jose Convention Center and on April 7 at the Hynes Convention Center in Boston.
For more information about IDC's ExpertROI offerings, please contact Randy Perry at 508-935-4052 or email@example.com.
Alinean develops software tools to prove and improve the value of IT investments. The company's founding team pioneered the concept of interactive ROI and TCO software in 1994, developing award-winning solutions for leading IT vendors and consultants. Its research methodologies and software tools are used by analyst firms, vendors and enterprises, and have helped justify billions of dollars in IT spending and derived value. The company, founded in 2001, is privately held and headquartered in Orlando. For more information, visit www.alinean.com or call 407.382.0005.
IDC is the premier global market intelligence and advisory firm in the information technology and telecommunications industries. We analyze and predict technology trends so that our clients can make strategic, fact-based decisions on IT purchases and business strategy. Over 700 IDC analysts in 50 countries provide local expertise and insights on technology markets. Business executives and IT managers have relied for 40 years on our advice to make decisions that contribute to the success of their organizations.
IDC is a subsidiary of IDG, the world's leading technology media, research, and events company. Additional information can be found at www.idc.com
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