Alinean Announces New ROI Deal Desk

IT Solution Providers can increase selling effectiveness with
dependable third-party business case development service

Click here for details on the ROI Deal Desk Service -along with Success Stories from customers who have increased their sales effectiveness by partnering with Alinean - the proven leader in value based selling »

ORLANDO, Fla. (January 17, 2007) — Alinean, Inc., the leading expert on IT business value selling solutions, today announced the availability of its ROI Deal Desk. Clients of this new service engage with experienced and trained analysts (IDC|Alinean Value Expert™ Certified) to collaboratively benchmark prospect opportunities, and quantify the business value of proposed solutions for key prospects and strategic accounts.

With the new ROI Deal Desk service, certified analysts are invited by IT solution providers to assist with their most important and strategic deals, and help their sales teams develop and present compelling, comprehensive business case presentations – with the added benefit of third-party credibility. These proposals are proven to help win deals, increase sales success rates and expedite sales cycles, improve deal size and margins by selling with value versus price, and increase competitive advantage by adding value during the sales process.

Alinean has been successfully delivering these types of services directly to its leading IT solution vendor clients for the past year on a trial basis – leading to over $50 million in incremental sales. “Many times our customers have limited resources to support vital field value assessment efforts,” says Tom Pisello, CEO of Alinean. “With this new service, our experts can supplement internal value selling support teams and services, engaging as black-belt resources to immediately support value assessment activities, deliver compelling and credible business value proposals, and improve win rates and selling effectiveness.”

As an example, a large financial institution had difficulty validating the value of a proposed server consolidation strategy. As a result of an Alinean analysis, they were able to optimize their plan to further lower costs and improve business agility over prior plans. The analysis resulted in not only a valuable competitive multi-million dollar server sale to this Alinean client, but elevated them from simply a product solution company to a valued and trusted consulting partner.

A typical engagement to collaborate and create a business case will consist of the following steps: initial consultation; customer interview and data collection; business case preparation; consultation with account team on results and strategy; business case presentation directly to prospect; and a follow-up to assure the deal closes. Throughout the process, Alinean Value Experts are available via live chat, web conference or direct customer visits in support of business value assessments and presentations.

The ROI Deal Desk is available to current Alinean Business Value Selling solution customers, starting at $2,000 per engagement. More information can be found at http://www.alinean.com/ROI_DealDesk.asp.

About Alinean

Alinean develops software and solutions to streamline the B2B selling process with business value selling solutions – using ROI/TCO and business case analysis to prove and improve the value of solutions to prospects and customers. The company’s founding team pioneered the concept of interactive ROI and TCO software in 1994, developing award-winning solutions for leading B2B vendors and consultants. Its research methodologies and software tools are used by analyst firms and consultancies such as IDC and B2B leaders such as Oracle, HP, Dell, SAP, Microsoft, Symantec and IBM, and have helped justify billions of dollars in IT spending and derived value. For more information, visit www.alinean.com or call 407.382.0005.
 

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