Alinean

PeerComparison™

Empowering Sales Professionals, Channel Partners and Consultants to uncover opportunities and engage Cx-level buyers more effectively

• What are the most important business and IT spending / performance issues for your prospects and customers?
• How can compelling IT benchmark competitive comparison reports be developed to help open IT executives' doors and maintain their interest?
• How can using peer comparison benchmarking differentiate your sales approach and create a competitive advantage?

Cx-level executives demand that your sales professionals, consultants and channel partners help in identifying what IT and business improvement opportunities exist, and help to set goals and strategies to address these opportunities.

In order to more effectively target and present to these busy executives, Alinean's PeerComparison™ sales tool delivers the IT benchmarking and performance metrics and analysis needed to prepare powerful value-add presentations and reports, opening the door to new IT executive level engagements. Using PeerComparison, your sales and consulting team can articulate how a company's IT spending and allocation compares to their closest named competition, and validate how IT spending has helped to drive and create value, or failed to deliver on expectations.

This insight can help your team be viewed as industry experts, and provide the basis for top level / strategic discussions on goals and opportunities and positioning of proposed strategies and solutions.

The Peer Comparison tool delivers powerful engagement reports to win a meeting with Cx-level executives and economic buyers, elevating the relationship beyond feature, function, price presentations to valued advisor and planning partner. The tool and reports can be used to engage Cx level buyers in competitive accounts to demonstrate higher value add, in green field accounts to demonstrate the opportunity for savings and improvements, or in existing accounts to reposition the value add of the partnership to a trusted advisory role.

Peer Comparison employs the Alinean ValueBase, a proprietary worldwide IT spending and performance database of 20,000+ companies in over 37 different industries, containing all key IT spending, IT performance and Total Cost of Ownership (TCO) benchmark metrics.

Using ValueBase data, the sales and consulting team can compare the prospect/customer with up to 10 selected named peer companies, the prospect/customer's industry average and top ROIT™ performers - highlighting opportunities for improvements, identifying target areas for proposed projects, and estimating value add upon implementing the solutions.

The Peer Comparison solution can immediately help your sales and consulting engagement teams to:

• Clearly communicate and collaborate on IT spending and performance competitive shortfalls and issues the prospect is experiencing

• Compare a company's IT spending, IT performance and Total Cost of Ownership (TCO) with up to 10 selected peers, company's industry average and top ROIT™ performers

• Identify customer/prospect's IT issues and potential solutions in which Cx-level will have an interest.

• Quickly prepare value added reports and consulting services for Cx-level executives (green field accounts or upgrade opportunities)

• Deliver on-going report cards for proof of value and competitive advantage within existing accounts

• Empower up-sell and cross-sell opportunities within existing accounts by proving on-going delivery of competitive advantage

Features

• Proprietary ValueBase™ of 20,000 companies IT spending and performance worldwide, updated quarterly with the latest metrics

• Comparison companies (up to 10 per report) can be selected based on industry, company size, geographic location and name

• Industry average and Top ROIT performers provided for additional comparisons

• IT Spending and IT Performance Metrics including current values and growth

• Dashboard views to quickly highlight spending and performance vs. peers, industry and top performers averages.

• IT Spending assessment, using research from IDC | Alinean including proprietary PeerMap™ graphs and charts and ROIT performance metrics to help compare IT spending with performance

• IT Value Opportunity assessment briefly surveys on current state and scope of key areas of interest and identifies potential solution opportunities and value

• Generate compelling PowerPoint (PPT) and Word reports for CFO, CIO and IT / business unit executive presentations to uncover opportunities (green field accounts) or report on progress (existing accounts)

• Uses the EnterpriseROI™ sales tool platform for enterprise scalability, integration, collaboration, worldwide support, and standardization

Benefits

• Empower sales professionals to call on Cx-level executives with substance and personal competitive and marketplace knowledge

• Elevate executive presentations from abstract visionary sales or detailed feature / function / price presentations to value advisory and opportunity discovery

• Improve new account engagement and acquisition capabilities through compelling consultative and prescriptive presentations

• Improve existing customer loyalty through on-going annual report cards

• Increase the success rate of follow-on sales and service contracts through on-going top-down value measurement and reporting

• Differentiate yourself from the competition through value added services