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In B2B selling, 95% of customers require financial justification / ROI / TCO analysis prior to approving proposed solutions. As a result, many sales enablement and product marketing groups have created spreadsheets to help sales reps / channel partners develop and deliver business cases.
However, trying to implement value selling via spreadsheets may not be the best way to go.
This white paper outlines the issues with spreadsheets for Financial Justification / ROI / TCO