Alinean – Value-Based B2B Sales Enablement & Marketing Tools

A few numbers you should know:
- Up to 60% of deals are lost to status-quo vs. competition
- 90% of buyers are not seeing a quantified reason to change
- 2/3^rds of buyers lack the tools needed to quantify the value of change
Sales Benchmark Institute and IDC
Tools are needed to break the status-quo
Your buyer has changed:
- Empowered In control of buying process
- Overloaded Challenged to do-more-with-less
- Skeptical Thinks sales isn't adding enough value
- Frugal Requires every investment deliver significant ROI,
  faster payback & superior value
Buyer-Frugalnomicus →
$Join Alinean toFight Frugalnomics™
Do you effectively convince Buyers?
- Why Change? There are priority issues & a cost of doing nothing
- Why Now? To get tangible benefits, superior ROI & fast payback
- Why Your Solution? Because your solution offers the best value
Buyers Need Help Fighting Frugalnomics!
»Learn how toOptimize Your Content to Fight Frugalnomicsclick here
Value Marketing

Challenge the Status Quo,
Provoke Change & Prove Value
- Engage personally with Interactive White Papers
- Diagnose with Assessment Tools
- Justify with Benefit Estimators
- Differentiate with TCO Calculators
Content Marketing & Demand-Gen Hero →
How can you cut through the noise toConnect & Engage Frugal Buyers? click here
Value Selling

Challenge the Status Quo, Prioritize
Proposals & Differentiate Value
- Diagnose with Assessment Tools
- Justify with ROI Tools
- Differentiate with TCO Comparisons
Sales Enablement Hero →
How can you Engage & Sell Better to Frugal Buyers? click here
You Can Facilitate Your Buyer's Journey
To
Fight Frugalnomics
Engage with Interactive White Papers Diagnose with Assessment Tools Justify with ROI Tools Differentiate with TCO Tools Learn more about Facilitating The Buyer's Journey click here

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Featured Value Selling & Marketing Tools examples of our work

Desktop Virtualization Total Economic Impact Calculator
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The Dell Desktop Virtualization Solution (DDVS) offers several alternatives to purchase, implement, host and manage virtualized desktops. In order to better connect, engage and educate frugal IT decision makers as to the unique value of DDVS, Dell turned to Alinean to develop a compelling Benefits Estimator.

Providing a few data points about their virtualization opportunity, a prospect gets an overview of potential total cost of ownership savings and Return on Investment (ROI) on-screen, and after registering, a complete savings analysis report. view the tool
Iron Mountain Cost Savings Advisor
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Iron Mountain needed to better connect and engage with busy executives, to help these prospects understand the potential risk mitigation and costs savings from improving eDiscovery best practices. Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper. A few questions answered by the prospect produces a completely relevant, personalized and compelling 6-page white paper. The Alinean powered Interactive White Paper campaign produced more qualified leads, better opportunities and shorter sales cycles than traditional white paper campaigns. view the tool
Dell VIS Interactive White Paper
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Dell wanted to better connect and engage busy IT executives, to get them thinking about their datacenter operations productivity challenges, and how management changes might help drive efficiency and tangible savings. Starting with an IDC white paper, Alinean added interactivity and intelligent personalization, creating the Dell VIS Interactive White Paper delivering a more relevant, effective and provocative decision support tool to prospects. view the tool
Oceanos Waterfall Calculator
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Oceanos provides optimized mailing lists to more effectively drive e-mail marketing campaigns. As an Oceanos customer, we can personally attest to the quality of their list optimization services. Oceanos was challenged however to quickly and clearly quantify the value of their list intelligence and optimization services to skeptical / frugal marketers. Alinean worked with Oceanos, research metrics from Sirius Decisions and actual customer case studies to create the Waterfall calculator, tallying the tangible savings and benefits of the Oceanos solution into an on-line analysis and business case report. view the tool
Wabash Thermal Configurator
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Wabash wanted to help customers develop their trailer specifications to optimize UA Rating Reefer Unit Fuel Efficiency and Cube Capacity for specific freight applications. Wabash commissioned Alinean to develop the Wabash Thermal Configurator, a sales enablement tool enabling sales professionals to work with customers to configure different trailer applications and understand performance and value improvements on-line, and in customized reports. Restricted access. view the tool
Intel Total Cost Analyzer for Industrial Computing
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Intel wanted to provide major end users of Industrial Machines and Systems with an assessment of the value of Intels vPro and associated technologies for their organizations. Intel worked with Alinean to produce the Total Cost Analyzer for Industrial Computing, allowing customers to input a few data points about their computing needs, and obtain a quantified analysis and report of potential administration savings and risk avoidance. view the tool
AT&T Carbon Impact Assessment Tool (registration required)
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AT&T wanted to quantify for prospects the travel, carbon and other important potential savings from its Telepresence, Remote Access and Connect solutions. AT&T commissioned Alinean to develop the AT&T Carbon Impact Assessment Tool, used by customers to analyze potential opportunities and generate a 20+ page savings report. view the tool
iPass Open Mobile Platform Calculator
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To increase awareness as to the often substantial expense of mobile carrier charges and options available for cost reductions, , iPass turned to Alinean to develop the iPass Open Mobile Platform ROI Calculator. With just a few data points, the calculator tallies the opportunity and potential savings and prepares a report as to how much the iPass Open Mobile Platform can reduce carrier subscriptions and data plans, roaming, overage, Wi-Fi, administration and other costs. Restricted access. view the tool
Dell VIS Solution Business Value Calculator
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Dell wanted to provide a tool to economic-focused buyers, enabling them to quickly analyze the cost and benefits associated with deploying virtualization management tools like Dells Advanced Virtual Infrastructure Manager (AIM) and Dell VIS Self-Service Creator.
Alinean worked with Dell to develop this quick benefit calculator to power campaigns aimed at connecting with and educating buyers on the value of the solutions, and to provide cost-justification business cases. view the tool
HP POD Savings Analysis
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HP needed to connect and educate with IT decision makers on the benefits of deploying an HP POD 204a data center versus building a traditional brick and mortar data center.
HP turned to Alinean to develop and power the HP POD Savings Analysis, to calculate and present the Capex, data center energy and CO2 environmental savings. The tool is used to drive new buyer engagements in demand-gen programs and to facilitate the buyers decision cycle. view the tool
CMO Assessment Tool
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Alinean wanted to engage its own prospects in a more provocative way. Working with SiriusDecisions & Rosetta, Alinean created the CMO Assessment tool, powering a CMO Challenge marketing and sales enablement campaign. The tool is used directly by B2B marketing execs and in sales-led workshops to benchmark spending, strategy, priorities and tactics confirming current priorities, and identifying potential improvement areas. The campaign has proven very successful at driving more leads and appointments, evolving sales engagements to more effective consultative advisory sessions, and yielding additional significant customer wins. view the tool
B2B Content Marketing Assessment
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The Content Marketing Institute(CMI), working with MarketingProfs and Junta42, developed a survey and research report to help content marketers understand what others were spending on content marketing, the tactics they were using, and the effectiveness of these programs. The results from 1,100 B2B marketing leaders was ground-breaking.
However, to help make the research more relevant, CMI partnered with Alinean to convert the survey and research into the B2B Content Marketing Assessment, to deliver completely personalized, one-to-one analysis reports and recommendations. After answering questions about current content marketing spend, tactics and practices, the tool compares the responses to those in similar industry and company sizes to uncover potential issues and provide more specific recommendations. view the tool
EMC Captiva Intelligent Capture Benefits Calculator
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EMC wanted to connect and engage economic-focused buyers, providing prospects with a quick and easy way to estimate the benefits from its Captiva intelligent document capture solution.
EMC turned to Alinean to create an on-line calculator, to assess current document processing costs, and the benefits of Captiva transforming critical paper, fax and electronic data sources into business-ready content suitable for processing by enterprise applications.
As value-added content for direct marketing and on-line campaigns, the calculator is responsible for hundreds of incremental higher quality leads per month, helping to connect and engage higher, shorten sales cycles and drive incremental sales. view the tool
Red Hat Server Modernization TCO Calculator
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Red Hat needed to demonstrate the potential TCO savings and business value from migrating your current UNIX server infrastructure to Red Hat Enterprise Linux based servers.
Red Hat turned to Alinean to develop and deliver a TCO calculator tool, which collects information about the current server environment and using proprietary research, helps the customer understand the current TCO opportunity. The tool then intelligently proposes a recommendation for migration and quantifies the potential investment, benefits and ROI potential of migration view the tool
Estimate the Benefits of Windows 7 Professional
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The Windows 7 marketing team created the Windows 7 Professional for Small Business micro-site to help guide decision makers on the process, costs and business case for upgrading to Windows 7.
For this campaign, Alinean developed an ROI Calculator to Estimate the Benefits of Windows 7 Professional. With only a few inputs the tool uses extensive case study and proprietary research to estimate benefits, investments and calculate potential ROI. The tool is used by hundreds of prospects each month to raise priority and justify the upgrade to frugal executives. view the tool
Social Media ROI Calculator
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Marketers are struggling with justifying marketing budgets, especially the increased investments in social media.
To help marketers, Alinean researched the benefits of social media, best practices and ROI, embodying this research in a complimentary on-line Social Media ROI Calculator. The predictive tool can be used to quickly, easily and credibly estimate target levels of engagement, value followers, quantify bottom-line impact, , and calculate ROI. The tool culminates in the development of a customized analysis report and social media business case. view the tool
Dell Server Power and Space Calculator
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Dell wanted a self-service tool, which prospects could use to determine potential capital, IT operations, data center power and space, and environmental savings from server upgrades.
Alinean developed the calculator using its proprietary server research. In just a few minutes, a user select from over 300 different existing and new servers to quantify, power costs, data center efficiency and more, producing a completely personalized, printable and sharable summary of the savings from Dell Server migration. The tool, used in conjunction with Ziff Davis Enterprise direct marketing and micro-site campaigns, drives hundreds of highly qualified incremental leads, and shortened sales cycles. view the tool
Microsoft Premier Services Savings Calculator
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Microsoft needed a better way to justify to frugal executives the value of its Premier Services, an end-to-end support solution to help organizations maximize the value of Microsoft software investments by reducing risks, improving system reliability and driving better staff productivity.
Alinean worked with Microsoft to develop the calculator to analyze the current issues and support costs and estimate the potential impact Premier Services could have on managing IT operations and health. This easy to use, but credible tool is used to generate hundreds of incremental leads per month, educating customers on the value of Premier Services to drive up-sell, shorter sales cycle and competitive advantage. view the tool
The Business Value of IBM Tivoli Netcool
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Network management is important to help IT organizations do-more-with-less, improve manageability and drive down costs. Even though most organizations understand that these tools can deliver efficiency benefits, frugal IT decision makers require justification in order to prioritize and approve investments.
IDC researched the benefits of IBM Tivoli Netcool, and using the Alinean XcelLive platform, developed the Business Value of IBM Tivoli Netcool tool. With input on current management and spending, the tool estimates the impact of Tivoli Netcool solution on reducing IT operating costs, consolidating management tools, and reducing risks. The self-service tool is used to generate hundreds of incremental qualified leads per month, educate prospects, speed the sales cycle, and drive competitive advantage. view the tool
Aspect Communications
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Aspect, a partner for Microsoft Unified Communications (UC) solutions, wanted an easy to use way to convince frugal IT and telecommunication managers as to the value of their UC solutions.
Alinean worked with Aspect to develop the Aspect Savings Calculator, a prospect self-service on-line tool available from Aspects web site, which based on a few inputs, could quantify the opportunity and calculate the value and ROI of proposed UC solutions in minutes. The tool is used hundreds of times a month, delivering a compelling 20+ page business case proposal for customers, helping to better engage with todays frugal buyer, capture more qualified leads, shorten sales cycles and improve competitive advantage. view the tool
Microsoft Cloud Assessment
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Cloud Computing offers several potential benefits for customers including lower costs, increased flexibility and improved service levels. However, migrating to the Cloud can presents some challenges and risks.
Microsoft realized that partners needed a quick yet credible tool to help assess the complex Cloud strategy issues and improve customers success in adopting Cloud Computing. Alinean worked with Microsoft and partners to develop this tool to generate a Cloud Readiness Roadmap, assisting Partners in developing prioritized list of actionable projects.
The tool is being used in campaigns and workshops to help position Microsoft Partners as valued advisors, elevating the stature, dialogue and access for partners. view the tool
AT&T Connect ROI Calculator
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The marketing group for AT&T Connect, an on-line meeting service, needed to quantify the savings its solution could generate, and use these savings to attract and educate potential prospects who had become more economic-focused than ever before.
Comparing the costs of AT&T Connect with current teleconferencing solutions, and tallying potential incremental travel, energy savings and incremental productivity benefits, the Alinean powered AT&T Connect ROI Calculator helped turbo-charge direct and on-line marketing campaigns, producing customized benefit assessments for frugal prospects, while driving incremental leads, shortened sales cycles and competitive advantages for AT&T. view the tool
NetApp Realize
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NetApp needed a way for sales specialists to identify key storage cost savings opportunities for customers, and credibly present potential savings / benefits from implementing new or upgrading current storage solutions to NetApp.
Alinean worked with NetApp to create the NetApp Realize ROI / TCO analysis toolkit. Used by NetApp sales specialists and select consultants, the tool has been used in interactive assessment workshops to build storage business cases and develop Cx level credible proposals driving reduced sales cycles, increased deal size and competitive wins. (Restricted registration) view the tool
HP SMB Solutions Assessment
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HP wanted a wanted to provide self-service tool to help IT decision makers identify specific opportunities and present a strategy roadmap of HP solutions to help solve these priority issues.
The Alinean powered diagnostic assessment presents a 15 minute survey to the prospect, collecting key indicators for the current environment. From these entries, the tool compares current technology and management to peers, analyzes opportunities, and provides advice on technology-based strategies to drive business efficiency and effectiveness. The tool is used by HP to turbo-charge small / medium business marketing campaigns, generating thousands of incremental leads and deal opportunities view the tool
CA Virtualization Management ROI Calculator
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IDC research had shown that using CA Virtualization Management could help optimize virtualization to improve asset utilization, reduce management costs, and improve business agility. However, each environment is unique, and the results vary dramatically based on current maturity, configurations and more.
Working with Alinean, IDC and CA developed an easy to use, yet comprehensive and credible ROI Calculator, to personally quantify the value of CA Virtualization Management to frugal / skeptical IT executives. Used in hundreds of engagements by CA sales representatives, the calculator proved the incremental value of CAs Virtualization Management solutions, quantifying the savings, payback and ROI. (restricted access) view the tool
EMC SMB Virtual Solutions Advisor
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EMC wanted a quick way for small / medium business IT executives and buyers to quantify how virtualized data center solutions could help drive capital cost savings, operations and application management savings and improved resiliency.
To address this market opportunity, Alinean developed the EMC SMB Virtual Solutions Advisor, a TCO calculator at the heart of this new SMB virtualization marketing campaign. The tool is featured in direct marketing and social media campaigns, and is available from EMC.com. view the tool
The Novell SUSE Appliance Toolkit ROI
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This calculator, developed for Novell, helps development teams determine the ROI from incorporating the SUSE Appliance Toolkit into a software delivery and cloud deployment strategy. This calculator assesses current software development and test environment and demonstrates how the SUSE Appliance Toolkit can decrease both the time and investment needed to get products to market faster -- while at the same time increasing revenue potential and market reach. view the tool
Alinean Value Selling and Marketing Assessment Tool
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Could your demand-gen campaigns or sales enablement programs benefit from implementing value selling / marketing tools and best practices? To help customers understand the opportunity they might have for value selling / marketing programs, Alinean developed its own Value Selling and Marketing Assessment tool. Completing a short online survey on current programs and practices, the tool compares the responses to research data and peers to competitively assess the prospects demand-gen and sales enablement programs, providing key best practice recommendations to drive better sales and marketing effectiveness. view the tool
Alinean ROI Analysis Tool
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Do value selling / marketing programs deliver a bottom-line impact? To prove to its customers the value of incremental leads, shortened sales cycles, reduced discounting and more benefits from its dynamic sales tools, Alinean created its own ROI Analysis Tool. Providing a few metrics on the planned demand-gen or sales enablement campaigns, users receive a resultant 20+ page analysis on the value of Alinean. The tool is used by Alinean sales teams for all proposals, helping to drive our own incremental deals / reduced sales cycles. view the tool
Infor EnergySavings Calculator
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Infor needed to convince economic focused IT decision makers that its EAM Asset Sustainability solution help reduce energy demand and improve conservation. To quantify and communicate the potential savings, Infor turned to Alinean to develop an on-line calculator, leveraging research from the U.S. Environmental Protection Agency (EPA), U.S. Department of Energy (DOE) and Energy Star. Used for demand-gen and sales led educational workshops, the calculator is used by hundreds each week, who, by providing a few data points about the opportunity, obtain a 20+ page customized analysis report. view the tool
Virtualization Dynamic Report
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IDC produced a successful white paper on server virtualization for Novell, but wanted to revitalize the research and produce a more compelling and personalized decision making tool for Novell's prospects.
Alinean converted the traditional research paper into a Dynamic Report. Collecting a few data points from a prospect, the research is tuned by industry, location, size and opportunity, creating a more engaging and compelling report. view the tool
Trend Micro Risk and Compliance Assessment
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Trend Micro wanted to help busy security officers and IT managers quickly and easily understand security and compliance management policy shortfalls and risks.
To address this need, Alinean created the Trend Micro Risk and Compliance Assessment tool, designed to benchmark a companys current security risk and compliance practices versus peers and best practice leaders.
The on-line tool has been used to capture hundreds of leads per month, driving incremental engagements and sales. view the tool
Aspect Savings Calculator
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The investment required in any Unified Communications solutions often requires executive approval, and to get the approval, most organizations require a business case.
To address this opportunity, IDC used research and Alinean toolset to develop a calculator to quantify the value of Office Communication Server.
The tool has been successful in driving dozens of incremental leads per week, educate frugal buyers quickly on bottom-line impact to reduce sales cycles, and drive incremental / competitive wins. view the tool
IBM Systems Consolidation Evaluation Tool
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IBM needed a way to more easily justify systems consolidation investments to frugal executives.
As part of the IBM Systems Migration Assurance Package a suite of free system migration assessment tools - IBM is featuring the Alinean-powered IBM Systems Consolidation Evaluation Tool to help prospective customers get a clear path towards an agile, secure, and efficient IT environment.
The tool is used to drive over 180 incremental leads per week and drive significant incremental sales and competitive wins. view the tool
EMC Virtualization Management Cost Savings Assessment
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EMC needed to connect with and educate frugal executives on the value of its EMC Ionix suite of virtualization management software.
To address this opportunity, Alinean worked with EMC to develop an assessment methodology, measuring the current capability and maturity of virtualization management, and comparing to peer and leader benchmarks, and a benefit value analysis. The resultant customized 20+ page assessment report is used to drive customer improvements and deliver significant savings.
The Ionix marketing team has used the tool to generate hundreds of incremental leads per month and drive incremental enterprise virtualization management sales. view the tool
EMC Documentum Captiva Calculator
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EMC Documentum needed to educate frugal buyers on the value of their solutions, one a document capture solution - Captiva.
To address this opportunity, Alinean developed a suite of online benefit calculators for each EMC Documentum solution, allowing customers to discover opportunities and quantifying the value propositions of each solution, resulting in compelling and credible 20+ page assessment reports.
The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. view the tool
EMC Documentum Case Management Calculator
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EMC Documentum needed to educate frugal buyers on the value of their solutions, one a Case Management solution for Public Sector customers.
To address this opportunity, Alinean developed a suite of online benefit calculators for each EMC Documentum solution, allowing customers to discover opportunities and quantifying the value propositions of each solution, resulting in compelling and credible 20+ page assessment reports.
The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. view the tool
Microsoft Infrastructure Optimization Assessment
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Microsoft wanted to shift customer perceptions from tactical product provider to strategic partner.
To address this opportunity, Alinean developed the Microsoft Infrastructure Optimization Assessment tools, which are used to diagnose customer’s most pressing capability & maturity needs, delivering a compelling 20+ page assessment report including an illumination of issues, peer comparison benchmarks, prescriptive roadmap of improvements and advice.
The assessment tool has been available since 2008 and is generating more than 600 analyses per month, driving significant evolution of Microsoft’s relationship with clients, and empowering significant partner marketing campaigns. view the tool
Microsoft Simple-to-Save
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Microsoft wanted to provide proactive consultative advice to frugal IT buyers, helping them “do more with less.”
To address this opportunity, Alinean developed the Microsoft Simple to Save tool, to advise customers on potential cost savings projects, helping them understand whether nine potential IT infrastructure optimization and business productivity improvement project initiatives could help reduce costs and meet budget savings goals.
The tool campaign, running since 2008, has generated over 800 incremental leads per month, resulting in significant enterprise sales for key solutions. view the tool