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Copyright © 2001-2015 Alinean, Inc. 1Copyright © 2001-2015 Alinean, Inc.
From a Business Case to a Case for Change
Tom Pisello
tom@alinean.com@tpisello@AlineanROIhttp://www.alinean.com
Shimon Abouzaglo
Shimon.Abouzaglo@VSRCouncil.org @VSRSummithttp://www.VSRCouncil.org
Copyright © 2001-2015 Alinean, Inc.2
Buyers have changed …
50%
Increased need to deliver Value / ROI
proof (CSO Insights)
5.4
Decision makers per deal
(CEB)
67%
Of buyers journey done digitally
(Gartner)
Copyright © 2001-2015 Alinean, Inc.3
This has a tangible impact on Sales …
58%
Of your opportunities end in “No Decision”
(SBI)
24%
Longer sales cycles compared to 2 yrs ago
(SiriusDecisions)
55%
Of sales reps won’t achieve quota goals
(CSO Insights)
76%
Of deals go to the sales rep who helps set the buying
agenda(Forrester)
Copyright © 2001-2015 Alinean, Inc.4
What should you do about it …
#1 reason sales reps didn’t achieve quota = Inability to communicate & quantify unique
value SiriusDecisions - 2011, 2012, 2013, 2014, 2015, 2016
51% win rate!
Copyright © 2001-2015 Alinean, Inc.5
Building a Business Case
Product / Service
Features
Value Delivered
Impact on Key Performance Indicators
Reduce Business Risks
Reduce Costs
Grow Revenue
Improve Productivity / Processes
Copyright © 2001-2015 Alinean, Inc.6
A Case for ChangeBuyer Challenges
Pain Points
Cost of “Do Nothing”
Impact on Business
Business Risks
Wasted Spend
Squandered RevenueOpportunities
Productivity / ProcessInefficiencies
Copyright © 2001-2015 Alinean, Inc.7
Value Selling Effectiveness
New Brain,Logic
Logos
Reptilian Brain,Emotions
Pathos
Middle Brain,Credibility
Ethos
Why Change?
Why Now? Why You?Ideas Exploration Evaluation Selection
Copyright © 2001-2015 Alinean, Inc.8
A Better Tool to Communicate & Quantify the Case for Change
https://kronos.valuestoryapp.com/vat
Copyright © 2001-2015 Alinean, Inc.9
Tell your Value Story long after your Engagement
Copyright © 2001-2015 Alinean, Inc.10
Tool Best Practices
Introduce earlier vs. later
Collaborate & get customer to own the numbers + story
Promote internal sharing of report with your champion /
mobilizer
Pre-load profile & use defaults to start
On-line meetingsSide by side engagements
Group sessions
Copyright © 2001-2015 Alinean, Inc.11
A Case for Change is Imperative
48% Of providers don’t do good job w/ business value articulation
74% Of providers too focused on products vs. value
70% Want providers to deliver storytelling & case studies to build trust
How will you better communicate & quantify your unique value story?
Copyright © 2001-2015 Alinean, Inc. 12Copyright © 2001-2015 Alinean, Inc.
From a Business Case to a Case for Change
Tom Pisello
tom@alinean.com@tpisello@AlineanROIhttp://www.alinean.com
Shimon Abouzaglo
Shimon.Abouzaglo@VSRCouncil.org @VSRSummithttp://www.VSRCouncil.org
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