Hit Your B2B Channel Sales Goals with ROI / Value Selling - Partner Marketing & Enablement

Copyright © 2001-2017 Alinean, Inc. 1

Hit Your Channel Sales Goals with ROI Selling

Tom [email protected]@tpisello

@AlineanROIhttp://www.alinean.com

mailto:[email protected]

http://www.amazon.com/Frugalnomics-Survival-Guide-Unique-Market/dp/0692350926

Copyright © 2001-2017 Alinean, Inc.2

Channels are important to sales success…

Did you know …

or more of revenue through indirect

channels for 71% of surveyed companies

(2112 Group)

or more of revenue through indirect

channels for 50% of surveyed companies

(2112 Group)

revenue growth from channel which is

greater than overall industry growth (Duke

Fuqua School of Business)

>60%

>40%

15%


Tech relies on channels more than most …

Of tech company’s revenue comes from

indirect channel, expected to grow to 80% or more (Accenture) Channel incentives,

typically a high-tech company’s largest

marketing expenditure (Accenture)

3-5%

70%


How does your channel sell?CompanyProducts / ServicesFeatures

Price

Sell with Features / Price

vs. Value (The Economist)

93%


What your Buyers want, What your Buyers need …

65%

of C-suite execs are “actively engaged” in the buying decision-making (MHI

Global)

80%

of purchasing budgets controlled by business

leaders & execs (IDC)

5.4Decision makers

per deal (CEB)

67%

of buyers journey done digitally (Gartner)

Engage EarlierEngage Higher

Engage w/ Value

$


Elevating Partner Enablement – Engage EarlierDaaS Challenge


Elevating Partner Enablement – Engage Higher

Windows 10 Challenge

Incremental engagements

a month

100

Months acceleration6


Elevating Partner Enablement– Engage w/ ValueUC Solution + “Challenger” brandCredibly prove savings of 30%-40% vs. competition?

• TCO tool – self-service marketing + partner channel versions

• Partner training: webinars, videos & in-person sessions

• 250 channel partners • 600 unique visitors & 150 customized

reports per month• TCO guarantee program• No TCO tool? No discount.

Evolved from Product to TCO in 30% of all dealsElevated win rates from 62% to 90%

10% deal size improvement$30 Million+ Per Year

http://alinean.com/success-story-shoretel/

Copyright © 2001-2017 Alinean, Inc.

Partner Enablement, Value & the Buyer’s Journey

Why Change? Why Now? Why You?

Ideas Exploration Evaluation Selection RenewalWhy Renew?

Value Selling Tools ROI / TCO Tools

Mar

ketin

gSa

les &

Co

nsul

ting

Assessment & Benchmarking Tools

Engage Earlier Engage w/ Value

Engage Higher


Partner Enablement – The Challenges

Mindshare

CompetitionSkillsConfidence

Credibility

Engagement

Acumen

Training

Coaching

Playbook

Turnover

RetentionArticulation

ValueROI

TCO

Doing Nothing isn’t an Option


Upcoming Events…

SANTA CLARA, CADate: March 1, 2017Location: Hyatt Regency Santa Clara

BOSTON, MADate: March 9, 2017Location: Westin Hotel at Copley Place

http://alinean.com/2017-business-value-summit/





Hit Your B2B Channel Sales Goals with ROI / Value Selling - Partner Marketing & Enablement

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Transcript of Hit Your B2B Channel Sales Goals with ROI / Value Selling - Partner Marketing & Enablement