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Copyright © 2001-2016 Alinean, Inc. 1Copyright © 2001-2016 Alinean, Inc.
The Five Pillars of Value Success
Tom PiselloCEO / Founder
[email protected]@tpisello@AlineanROIhttp://www.alinean.com
Dave StachuraVP of Customer Success
[email protected]@davestachurahttp://www.alinean.com
Copyright © 2001-2016 Alinean, Inc. 2
“If you build it, they will come.”
Copyright © 2001-2016 Alinean, Inc.3
What you expect…what you often get instead
ToolUsage
Time
“Why isn’t this working?”
“Utilization Gap”
Copyright © 2001-2016 Alinean, Inc. 4
EffectiveUtilization
Prodigious Usage
x = Value Selling
Success
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Success
The Five Pillars
Elevated Success
Business Value / ROI Tools
Measurable Outcomes
Education & Support
Workstream
Integration
Keep Current &
EvolveSuperior
UX
Copyright © 2001-2016 Alinean, Inc.6
The Five Pillars
Superior UX
Elevated Success
Business Value / ROI Tools
Workstream
IntegrationMeasurable Outcomes
Keep Current &
EvolveEducation & SupportDo your users love
using your business value / ROI tools?
Copyright © 2001-2016 Alinean, Inc.
Superior UX
7
• Design is overcomplicated
• Too much about just numbers
• Fear of spreadsheets
• Users not involved in design
• Lack of ongoing input
• Keep it simple
• Tell a story
• Modern & mobile
• Involve users in design
• Gather user feedback consistently & evolve
Common Oversights Five Pillars Tactics
Copyright © 2001-2016 Alinean, Inc.8
The Five Pillars
Superior UX
Elevated Success
Business Value / ROI Tools
Workstream
IntegrationMeasurable Outcomes
Keep Current &
EvolveEducation & Support
Do your users know where to find your business value selling tools and when to use them?
Copyright © 2001-2016 Alinean, Inc.9
Workstream Integration
Common Oversight Five Pillars Tactics
• Out of sight, out of mind
• Take the tool to the audience:
• Place • Process
alignment • Promotion
Copyright © 2001-2016 Alinean, Inc.10
The Five Pillars
Superior UX
Elevated Success
Business Value / ROI Tools
Workstream
IntegrationMeasurable Outcomes
Keep Current &
EvolveEducation & Support
Do your users have the knowledge and skills to use the tools in their engagements effectively?
Copyright © 2001-2016 Alinean, Inc.
Education & Support
11
Common Oversight Five Pillars Tactic
• Treating training as a pill you take
• Training is a health regimen used to achieve the 3 C’s (competency, confidence, credibility)
• Through the other 3 C’s:
• Certification • Coaching• Concierge
Copyright © 2001-2016 Alinean, Inc.12
The Five Pillars
Superior UX
Elevated Success
Business Value / ROI Tools
Workstream
IntegrationMeasurable Outcomes
Keep Current &
EvolveEducation & Support
How up to date is information, messaging and data in your business value / ROI tool?
Copyright © 2001-2016 Alinean, Inc.13
Keep It Current & Evolve
Common Oversight Five Pillars Tactics
• Forgetting that things do change
• Develop update plan that includes consistent refreshes
• Incorporate user feedback
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The Five Pillars
Superior UX
Elevated Success
Business Value / ROI Tools
Workstream
IntegrationMeasurable Outcomes
Keep Current &
EvolveEducation & Support
Is your business value / ROI program delivering tangible results?
Copyright © 2001-2016 Alinean, Inc.
Measurable Outcomes
15
Common Oversights Five Pillars Outcomes
• You are not measuring the right things
• You are not setting intermediate goals
• There is no communication to executives
• Awareness• Adoption• “Moving the needle”
metrics: • Deal size• Discounting• Win rates • Sales cycle duration• Quota performance• New rep time to
productivity
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Proactive executive communication is critical
“Let me show you how this is
working”
Copyright © 2001-2016 Alinean, Inc.17
The Five Pillars
Elevated Success
Business Value / ROI Tools
Measurable Outcomes
Education & Support
Workstream
Integration
Keep Current &
EvolveSuperior
UX
Copyright © 2001-2016 Alinean, Inc. 18
Thank You
