IDC and Alinean Launch ROI Selling Program Designed To Provide IT Vendors with More Tangible Proof of Value
FRAMINGHAM, MA and ORLANDO, FL – OCTOBER 7, 2003 – IDC and Alinean today launched the ROI Selling Program, designed to help technology vendors close sales more quickly using customized business case tools, ROI analysis, and industry research. The program is the result of a strategic partnership between the two companies.
The new IDC-Alinean ROI Selling Program, which already counts IBM Tivoli as a customer, addresses two increasingly pivotal sales trends in the technology industry: the absolute demand for credible ROI on any investment, and a growing move among customers to use a broad "asset allocation" strategy to make funds available for projects that deliver impressive value, even when official budgets are frozen.
"Sarbanes-Oxley is legislating strong fiscal governance and accountability for all new investments, which escalates the pressure of the IT decision- making process," said Tom Pisello, Alinean's CEO. "CIOs increasingly look to vendors to explicitly identify and quantify costs, benefits and risks. Those solution providers that can deliver rock-solid ROI analysis will be a step ahead of their competition."
The ROI Selling Program provides a framework for enterprise-class vendors to speak to C-level executives, by pinpointing and communicating how new technology investments will directly affect their companies' financial performance. It also adds recognized and credible third-party validation, which until now, has been the Achilles heel of vendors' ROI analysis.
IDC is recognized as the leader in IT market research, supporting IT vendors with market forecasts, competitive analysis, technology and market trends analysis. For the last 10 years, IDC has been the industry champion in information technology ROI research and publishing. Alinean, the ROI consultancy, provides tools and methodologies for quickly creating the business-driven case studies and deep financial analysis that are vital for any enterprise sale.
Market data consistently indicates that compelling ROI analysis shortens the sales cycle, often by as much as 40 percent, and proposals with strong ROI metrics are 60 percent more likely to be approved. The ROI Selling Program includes custom research, sales training, individualized ROI analysis tools, white papers and best-practice strategies for when to incorporate ROI, how to leverage it, and incorporate industry data to make the sale. Templates offer building blocks for creating internal and external reports, including financial analysis, performance tracking, process improvements and 'what-if' scenarios for budget tuning.
"We're equipping sales teams to come out on top in today's market, where customers are deciding whether to buy a new fleet of trucks or new servers, and probably don't have the funds to do both," said Randy Perry, vice president of Networking Industry Strategy at IDC. "The ROI Selling Program will help sales teams close important deals by effectively demonstrating that new technology investments drive substantially more bottom-line value than other capital spending."
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 http://www.idc.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 http://www.alinean.com/ or call 407-382-0005.