About Us
Helping you better communicate and quantify your unique value in every customer conversation
The Economic Buyer now reigns. They care about cost savings, quick payback and bottom line impact. Our world-class customers have demonstrated astounding success with our tools for one basic reason: our commitment to helping our customers achieve this mandatory connection with their increasingly economic-minded buyers.

 

Alinean at a glance

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    Founded in 2001
    Founded in 2001 by Tom Pisello, the ROI Guy and other ex-Gartner ROI/TCO experts
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    Value Marketing & Selling Experts
    Original pioneers of value marketing and ROI / TCO sales tools since 1994
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    90+ Customers & 2,000+ Tools
    Over 90 world-class B2B customers across dozens of industries and solutions sets, and over 2,000 interactive value marketing campaigns and sales tools delivered-to-date
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    300,000+ Users
    Worldwide adoption by prospects, inside sales, sales reps and consultants
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    Frugalnomics Survival Guide
    Creators of the Frugalnomics Survival Guide – research and best practices to help you sell better in the 21st century
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    Value Tools
    Launched first interactive value messaging & justification SaaS/Cloud platform in 2006
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    Guaranteed ROI
    Quarterly customer success reviews to drive best practices and outcomes
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    Awards
    Internationally recognized for excellence in marketing and sales tool campaign performance, creativity and technology

Our Story

Twenty years ago Tom Pisello was a product line manager in a position similar to yours, with many of the same challenges – he was responsible for launching a new solution and making it a success.

The product was a new data storage management suite that required a re-tooled and re-trained sales team to transcend from traditional product feature/price focused technical selling to a more challenging conversation articulating the business value of information lifecycle management to executives … easier said than done!

To meet this challenge Tom developed one of the first ROI/TCO tools for IT, designed to diagnose and quantify potential sales opportunities and financially justify the new solution with a professional business case. Feedback from customers was immediate and highly positive.

Tom knew he was on to something with this new selling approach and soon left to form Interpose, the first company dedicated to the development of ROI/TCO based financial justification tools.

Over several years Tom gained the nickname “the ROI Guy”, and with a dedicated group of software developers and analysts created the industry standard for IT financial analysis. The success led to the company becoming part of Gartner, and the team playing a key role in the development of many value selling tools and practices still in use today.

In the late 90’s the technology bubble burst followed by the 9/11 recession, and the impact these events had on budgets turned buyers more frugal, dramatically increasing the need for financial justification – a condition Tom coined “Frugalnomics” in his publications. This inspired members of Tom’s original development team to regroup, and Alinean was formed with a singular mission to empower B2B sales and marketing to better communicate and quantify value to prospects and customers.

From its founding in 2001 Tom’s insight, thought leadership and passion have spurred Alinean growth and brand recognition. The team continues to grow, pioneering the development of exciting new innovative methodologies and tools to help B2B solution providers better Survive Frugalnomics.


SiriusDecisions Review of Alinean

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Our Team

A unique combination of value selling & value marketing expertise, financial modeling and software development, to deliver more effective, credible value messaging tools.

Tom Pisello
CEO & Founder

Dan Sixsmith
VP, Strategic Accounts

Mark Schlueter
VP, Strategic Accounts

Betty McNeil
SVP, Solution Specialist

Shannon McGlothin
Principal Analyst

Jennifer Duey
Senior Analyst

Amy Carter
Principal Analyst

Bryan Leopard
Principal Analyst

Diane Schnitzer
Senior Analyst

Ron Paxton
Value Consultant

Dominick Lacertosa
VP, Technical Services

Taylor Davenport
Creative Director

Randy Janis
Director, Customer Support & QA

Eric Hatcher
Director of Project Management

Melissa Scherrer
Sales Specialist

Awards

“Alinean’s value sales and marketing tools bridge the Value Gap, guiding your sales reps to better communicate and quantify your value to today’s more frugal prospect.”

Nancy Nardin
Smart Selling Tools,
Top 50 Sales Tools of 2016


“Alinean is unique in its ability to help uncover your unique value, and bring it to life with interactive customer-facing sales & marketing tools.”

Jim Ninivaggi,
Former Sales Enablement Practice Lead
SiriusDecisions