idc webcast - financial justification a requirement - the need for business value / roi for b2b / it...
TRANSCRIPT
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Financial Justification is a Requirement
Tom PiselloCEO / Founder
[email protected]@tpisello@AlineanROIhttp://www.alinean.com
Randy PerryVice President, Business Value Consulting
@IDChttp://www.idc.com
Copyright © 2001-2016 Alinean, Inc
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Who Controls Technology Purchase Decisions?
42%
IT
58%
Business
3
How Many Stakeholders Are Involved in Decision Making?
43%
over past two years
8 to10
stakeholders involved in typical technology purchase decision
4
What Business Value Matters Most?
Reduce Business Risks
Reduce Costs
Grow Revenue
Improve Productivity / Processes
13% 24%
28% 35%
5
Why you can’t leave Financial Justification to Chance?
95%
Require financial justification on significant technology
purchases2/3rds
Don’t have the knowledge, research metrics or tools needed to deliver
requisite financial justification
81%
Expect vendors to quantify value / deliver financial justification for proposed solutions <15%
Trust the financial justification unless it includes 3rd party models, tools &
research
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How Good is Your Value Program?
74%
Remain too focused on features & price vs. business value 55%
Don’t do a good job articulating their unique business value
65%
Are not investing enough in business value marketing / selling or are worse, cutting back
on their efforts & investments
Why Change? Why Now? Why You?
Ideas Exploration Evaluation Selection RenewalWhy Renew?
Value Selling Tools
ROI & TCO Calculators
Value Surveys & ResearchValue Messaging Workshop & Value Matrix
Value White PapersDynamic White Papers
Business Case & Realized Value Tools
Mar
ketin
gSa
les &
Co
nsul
ting
Foundational
Assessment Tools
Your Business Value Roadmap
Interactive Value Storytelling
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Example: Dynamic White Paper
https://idc.valuestoryapp.com/rhel
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Example: Value Storytelling & Business Value Estimation
https://kronos.valuestoryapp.com/vat
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Financial Justification is a Requirement
Tom PiselloCEO / Founder
[email protected]@tpisello@AlineanROIhttp://www.alinean.com
Randy PerryVice President, Business Value Consulting
@IDChttp://www.idc.com
Copyright © 2001-2016 Alinean, Inc