Growing Revenue viaValue Marketing and SellingDelivering value to every customer conversation™

There is a widening divide between your Prospects and the effectiveness of a traditional sales and marketing approach.

On one side we have one-size-fits-all white papers and Death by PowerPoint product pitches, while on the other, we have more empowered, skeptical and frugal buyers, who want to have a value conversation.

Research clearly shows that vendors are not perceived as value-focused enough (only 1 in 10), and as a result, 60% of buyers indicate that they disengage due to this lack of value-focus by vendors.

The Value Gap has a serious impact on revenue, with SiriusDecisions indicating that the #1 issue preventing achievement of revenue goals is the “inability for vendors to clearly articulate the value of their solutions to prospects”.

Your Prospect wants help in making better decisions:

Ideas – Early, your Prospect needs advice on which challenges should be addressed. You can help “Quantify the Pain” – com-municating and calculating the cost of “Do Nothing”.

Exploration and Evaluation – Your Prospect is wondering - of all the priorities, why is this potential solution so important to address now? You must provide the value messaging, visual storytelling and financial justification to “Justify the Gain”.

Selection – Finally, it is essential to differentiate your solution. You must show it is the superior choice, with lower total costs (TCO), fewer risks and better value than the competition, to “Prove You are Not the Same”.

Alinean Value Matrix

Business Objectives Ignite Buying Decisions Drive a Repeatable & Scalable Selling System Improve Selling and Effectiveness

Challenge: Generating More High Quality Leads

White papers all look the same to overloaded

prospects.

One-size-fits-all content just doesn’t work any

more - too long, not relevant enough, not

provocative enough.

Traditional white paper downloads are on the

decline (IDG).

Number of leads

Conversion of leads to MQLs

Conversion of MQLs to SQLs

Conversion of SQLs to Deals

Average Deal size

Incremental margin

Marketing / Demand-Gen

Roles Facing the Challenge

Business Issues as a Result

of the Challenge

Cost of Do Nothing 50% more leads now needed to drive the

same amount of revenue (IDC)

Solutions ValueStory for Marketing

Guaranteed leads program

MAP Connector

Key Metrics

How The Solutions

Address the

Challenge

Break through the noise with visually compelling, interactive infographics / ebook format and personalized

content / insights.

More differentiated, attractive, relevant and concise than traditional white papers.

Provocative value-focused storytelling and compelling financial justification.

Tangible Benefits Generate 50% more leads and sales opportunities than with traditional white papers (IDC)

150 guaranteed leads assure quick payback and positive ROI performance.

Tangible Benefits Completely personalized online presentation and download for the individual prospect and opportunity -

Company Profile (industry, location, size), Roles & Challenges.

Attracts and connects better with Visual Storytelling (Emotional) + Financial Justification (Rational).

Unique and dynamic Benchmark Insights collected from each engagement using the tool, to provide

content the prospect can’t get anywhere else, relevant to understanding best business strategies and

competition.

Integrates with Eloqua, Marketo and other MAP solutions for lead nurturing.

Customer intelligence on the challenges, issues, storytelling and justification attracts the most attention.

Best Proof PointsADP HCM Challenge - generated $1 million in additional pipeline/ $250k closed business in 1st 3 months + sustained performance to be in top 3 campaigns monthly.

The ChallengeSecurity risks

Procuring, managingand auditing

Gaps in Access

Gaps in TechnologyCoverage

TraditionalApproach Costs

Cost of SecurityManagement

Current LicenseSpend

Piecemeal DesignsGaps in coverage, multiplevendors for support

HeterogeneousDifferent management tools &tech for each point product

Constrained AccessSecurity managementcomplexity

Unplanned PurchasingShadow purchases

Growing Revenue via Value Marketing and Selling

If you are like most, you have already invested in traditional one-size-fits-all white papers, “Death by PowerPoint” presentations, or spreadsheet-based ROI / TCO tools – but these are usually not personalized and interactive enough to effectively communicate and quantify your unique value.

Alinean provides solutions to specifically help close the Value Gap, delivering the value storytelling, insights, justification and intelligence you need to deliver the value-focused conversations your Prospects require.

We start with Value Messaging services, to design, enrich and certify your value storytelling, design more provocative insights and provide financial justification models.

The Value Messaging content is then brought to life in ValueStory, a suite of interactive online HTML5 and iPad customer-facing tools used on your website and in sales engagements to improve your value conversations and financial justification.

To help make sales reps and channel partners more capable, competent and credible, Alinean provides Value Training, Certification and an active Coaching Community.

Schedule a DemoVisit alinean.com to learn more and schedule a demo

Download ValueStoryValueStory is available online as an HTML5 application, and as a native app through the Apple App Store.

Learn MoreVisit the Frugalnomics Survival Guide at alinean.com to learn more about value marketing & selling best practices.

Alinean empowers B2B vendors to better connect, engage and sell to today’s economic-focused buyer via the development and delivery of value messaging, interactive sales / marketing tools and sales training. Alinean-powered value storytelling, financial justification and ROI / TCO creates more compelling value-focused conversations and proposals — generating more demand, challenging the “do-nothing” buyer into action, accelerating sales cycles, increasing deal size and improving competitive win rates.

Leading B2B firms leveraging Alinean tools include: HP, IBM, Microsoft, Dell, Intel, OfficeMax, IDC/IDG, AT&T, BMC Software, ADP and SolidWorks.

Quantify the Pain Justify the Gain Prove Not the Same