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• Can we host the Alinean developed sales / marketing tool?
• Do you have a way to Compare and Contrast Product, Solution and Value Selling?
• Will the Return to Good Times Bring an End to Frugalnomics?
• Why Don't Spreadsheets Work for ROI / TCO Sales & Marketing Tools?
• Why Buy vs. Build Your Own Value-Based Sales / Marketing Tools?
• Why Choose Alinean as your Value-Based Tool Provider?
• Best Practices for Building and Using Value-based Sales and Marketing Tools
• A Content Optimization Program?
• How Can I Justify The Budget for a Proposed Alinean Value-Based Tool Project / Proposal?
• Can Spreadsheet-based Sales & Marketing Tools be Converted into On-line Applications?
• What is an Interactive White Paper?
• When are Interactive White Papers best used in the sales & marketing process?
• How does Alinean decide which customer profile data points to use in order to personalize the Interactive White Paper?
• How many profile questions does Alinean recommend for an Interactive White Paper questionnaire?
• How long does it take a user to interact with the Interactive White Paper tool to generate and receive a customized white paper?
• Does Alinean usually require registration to get the Interactive White Paper download?
• How does Alinean capture the leads of those using the Interactive White Paper?
• Does Alinean support customization of the Interactive White Paper content using qualitative as well as quantitative data?
• Can the Interactive White Paper support a simple quantification of financial benefits / ROI or TCO?
• Can different call to actions in the Interactive White Paper be recommended based on the customer profile information?
• There is content that will be required to support the customization within the Interactive White Paper – how does that content get developed?
• Does a traditional white paper already need to be developed in order to implement an interactive white paper?
• What is the ideal length, in pages, of a typical Interactive White Paper?
• Does Alinean support integrating video content into the Interactive White Paper?
• Does Alinean have programs to help with audience development using the Interactive White Papers?
• How long does it take for Alinean to develop a typical Interactive White Paper?
• How much does a typical Alinean Interactive White Paper cost?
• How does Alinean maintain the Interactive White Paper content and tool?
• What is a Diagnostic Assessment Tool?
• When is a Diagnostic Assessment best used in the sales & marketing process?
• What are the different components that make up a good Diagnostic Assessment Tool?
• How many survey questions do you recommend for a typical Diagnostic Assessment Tool?
• Do you usually require registration up-front before using the diagnostic assessment or as a gate to get a report?
• How are the leads captured for online demand-gen diagnostic assessments?
• How are Alinean-powered diagnostic assessment tools different than survey-powered tools?
• Do the Alinean Diagnostic Assessment Tool benchmarks compare responses dynamically against data from other participants?
• Where do the initial set of diagnostic benchmarks come from in a typical Alinean Diagnostic Assessment Tool?
• What types of graphs does Alinean support to better visualize the results in the Diagnostic Assessment Tool?
• How long does it take a user to interact with a typical Alinean Diagnostic Assessment Tool and generate a diagnostic assessment report?
• How long does it take for an Alinean analyst team to develop a typical Diagnostic Assessment Tool?
• How much effort will my team have to expend in order to help develop the Alinean-powered Diagnostic Assessment Tool?
• How much does a typical Alinean Diagnostic Assessment Tool cost to develop / deliver?
• The Alinean Diagnostic Assessment Tool’s questions, benchmark comparisons and recommendations will likely change over time, how are these maintained?
• What is an ROI Calculator / Analysis Sales Tool?
• What is a TCO Calculator / Comparison Tool?
• How are ROI and TCO Calculator / Sales Tools different?
• What are the key parts of an ROI / TCO calculator / analysis sales tool?
• When are ROI / TCO Calculator / Sales Tools best used in the sales process? Early or later?
• Do the results in the Alinean ROI / TCO Calculator / Sales Tools customize based on company size, region and industry?
• How many questions does Alinean recommend asking a user to fill in before a buyer can receive ROI / TCO calculator results / report?
• Does Alinean recommend registration up-front in order to access ROI / TCO calculators / sales tools?
• How are the leads captured in Alinean's demand-gen ROI / TCO Calculators?
• Where do the research metrics come from that Alinean uses in ROI / TCO Calculators / Sales Tools?
• What key financial metrics are used in typical Alinean ROI / TCO Calculators / Sales Tools?
• For a TCO comparison, how does Alinean develop the chart of accounts used for head-to-head TCO comparisons?
• Do the ROI / TCO Calculators / Sales Tools support product configuration and pricing?
• Do the ROI / TCO Calculators / Sales Tools support lease vs. buy analysis?
• What type of benefits do the Alinean ROI / TCO Calculators / Sales Tools typical use to quantify value?
• Do the ROI / TCO Calculator / Sales Tools include just tangible benefits, or intangible benefits as well?
• How do the Alinean ROI / TCO Calculators / Sales Tools handle hard and soft benefits?
• What are the costs that Alinean typically includes in an ROI / TCO Calculator / Sales Tool?
• Do the Alinean ROI / TCO Calculator / Sales Tools allow users to review and override default values?
• What types of graphs does Alinean support to better visualize the results in ROI / TCO Calculators / Sales Tools?
• How long does it take to develop a typical ROI / TCO Calculator / Sales Tool?
• How much effort will my team have to expend in order to help develop an Alinean-powered ROI / TCO Calculator / Sales Tool?
• How much does a typical Alinean ROI / TCO Calculator / Sales Tool cost?
• Is using an ROI / TCO Calculator too difficult to let buyers do this themselves from our web site?
• Is ROI /TCO Analysis too complex for sales people to handle?
• How long does it take a user to interact with the ROI / TCO Calculator / Sales Tool and generate an analysis report?
• Prospects can be skeptical. How do I get my prospects to believe and "own" the ROI / TCO Calculator / Sales Tool results?
• We already have an ROI / TCO spreadsheet. Can you convert this into an online ROI / TCO Calculator / Sales Tool?
• How are the Alinean ROI / TCO Calculator / Sales Tools updated, for changes such as pricing, research updates, etc?
• What Can You Accomplish Integrating MAP and CRM solutions with Alinean Value Selling & Marketing Tools?
• Can the Alinean sales / marketing tools be branded to match our website / branding style guide?
• Can the Alinean sales / marketing tool reports be customized to look like our typical white papers, proposals or presentations?
• Can graphics be included in the Alinean sales / marketing tools to "dress them up"?
• Can I have a product "configure" visually in the Alinean sales / marketing tools?
• I have a spreadsheet based tool to convert into an online sales / marketing tool – can this be done directly?
• What print options are available for customer reports from the Alinean sales / marketing tools?
• Can I share my analysis / assessment results with others on my team, or even customers?
• Can we collect lead / registration information from marketing tool users?
• What additional information can Alinean capture about the user or analyses from sales / marketing tools?
• Do the Alinean sales / marketing tools support multiple currencies?
• Do the Alinean sales / marketing tools support multiple languages?
• Will the Alinean sales / marketing tool development and delivery require IT involvement?
• What security policies do you support with the Alinean sales / marketing tool service / delivery?
• What service level guarantees do I have with the Alinean sales / marketing tool SaaS service / delivery?
• I want to develop / deliver multiple Alinean-powered sales / marketing tools – will these be integrated on one platform?
• Can the Alinean tools assessment / analysis data be mined to further understand customer responses and analysis results?
• Are usage reports available from the Alinean-powered sales / marketing tools?
• Is there an administrator console for managing users of the Alinean sales / marketing SaaS platform?
• Do the Alinean-powered sales / marketing tools provide help to guide a user?
• How do we protect the IP within the Alinean-powered sales / marketing tools?
• Can the user information captured with the Alinean-powered marketing tools be shared with CRM / marketing automation solutions?
• Can the Alinean-powered assessments / analysis be fed data from other tools to jumpstart or automatically create analyses?
• How can I get my sales folks to best adopt the Alinean-powered sales tools?
• Do you have sales training to help our sales team and channel partners better adopt and use the Alinean-powered tools?
• Does Alinean provide direct phone / email support to sales / marketing tool users?
• Can you help us support the use of the Alinean-powered sales / marketing tools in deals?
• Does Alinean guarantee results / ROI investing in / using your tools? Do you help us measure and prove program success / improve if not achieving goals?
• How do You Get Busy Executives to Engage in an Analysis?
• Is there a Way to Improve Sales Tool Adoption?