Over 90% of organizations now require a business case in order to consider and sign-off on a proposed project (IDC). How are you quantifying value to prospects?
Is content aligned? 65% of deals won / lost during the discovery stage, while only 35% won / lost during later bake-off stages.
Over 50% of new project budgets is not set in stone, but allocated on the fly for prioritized opportunities & justified projects
35% more buyers are using ROI / TCO analysis to help guide new purchases compared to 12 months ago
Your prospects are risk adverse, and unless you can challenge that there is a cost of doing nothing, are going to maintain the status quo. As a result, you need to provide quantified personalized benefits estimators to help your customers justify and prioritize solutions.
Used during the consideration phase, the middle of the buying lifecycle, Alinean developed Benefit Estimator tools can help you:
These interactive tools can help you connect and engage earlier in decision cycle, generate more demand, shorten sales cycles, and increase your competitive advantage