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1www.roicalculators.com
A compelling business value proposition
is the engine that drives sales
2www.roicalculators.com
Our Industry Leading B2B Clients
3www.roicalculators.com
Communicating and Quantifying Business Value
Features &
Functions
Operational
Capabilities
Business Value
?
4www.roicalculators.com
Business Value Framework
Business Value
Framework
Business Value
Calculators
Business Value
Sales Presentation
Business Value
Case Studies
Business Value
White Papers
Business Value
Brochures
Business Value
Sales Training
5www.roicalculators.com
Mapping to the Sales Cycle
Awareness Interest Belief Acquisition Reinforcement
Initiate Educate Confirm Transfer Extend
Campaign Sites
Email / Leadgen Sites
Online Interactive
Tools
Animations
Press Releases
Journal Articles
Print / Banner
Advertising
SEO
White Papers
Business Value
Modeling Tools
Sales Presentations
Brochures / Flyers /
Business Value
Profiles
Webinar Series
Case Studies
Business Case
Presentation / Cost
Justification Proposal
Proposal Text
Statement of Work
Document
Solution Performance
Measurement
Case Study Development
6www.roicalculators.com
Web Calculator
http://www.estimatebusinessvalue.com/emc/documentum/intermarket/web/
Used in Web site customer engagement and lead
generation campaigns. Also useful as directional
analysis for field sales professionals and partners
Purpose
1. Branded Interactive Tool
2. Research
3. Analysis Development
4. Messaging and Dynamic Report Development
5. Hosting & Quarterly Maintenance
Deliverables
7www.roicalculators.com
Standard Web & Desktop Calculator
Used in Web site and sales-rep driven customer
engagement to accelerate sales with a business value
discussion.
Purpose
1. Branded Interactive Tool
2. Load via AIR or CD
3. Research
4. Analysis Development
5. Messaging and Dynamic Report Development
6. Hosting & Quarterly Maintenance
7. Licensing Server Management and Analytics
Deliverables
http://www.estimatebusinessvalue.com/lesssoftware/web/
8www.roicalculators.com
Robust Calculator – Multiple Offerings
Used in direct sales engagements with customers with
more analysis complexity.
Purpose
1. Branded Interactive Tool
2. Research
3. Analysis Development
4. Messaging and Dynamic Report Development
5. Hosting & Quarterly Maintenance
6. Licensing Server Management and Analytics
Deliverables
9www.roicalculators.com
Business Value Selling Benefits
Increased Revenues
Through More Deals
• More qualified leads from ROI
based marketing collateral
and sales tools
• Increased deal close rate by
up to 60%
• Less need to discount prices
since value has been
established
• More options sold per deal
• More maintenance support
revenue from higher sales
price
Reduced Costs
• Reduced sales cycle by up to
40%
• Less time spent in lengthy
cost justification proposal
development
• More doors opened with a
strong economic reason for
why prospects should
engage in a business
conversation
Increased Revenues
Through Higher ASP
10www.roicalculators.com
Validate
 Conduct focus
groups to validate
the business value
framework, and
identify customers
for rich value-based
case studies and
testimonials
Engage
 Develop marketing
collateral and sales
tools designed to
help prospects and
sales reps to
communicate and
quantify business
value
Discover
 Develop a business
value framework
that encapsulates
the business value
associated with the
solution (Revenue
enhancing, cost
reducing, strategic
benefits, and total
investments)
Three Phase Plan
Phase 1 Phase 2 Phase 3
11www.roicalculators.com

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Roi sales tools

  • 1. 1www.roicalculators.com A compelling business value proposition is the engine that drives sales
  • 3. 3www.roicalculators.com Communicating and Quantifying Business Value Features & Functions Operational Capabilities Business Value ?
  • 4. 4www.roicalculators.com Business Value Framework Business Value Framework Business Value Calculators Business Value Sales Presentation Business Value Case Studies Business Value White Papers Business Value Brochures Business Value Sales Training
  • 5. 5www.roicalculators.com Mapping to the Sales Cycle Awareness Interest Belief Acquisition Reinforcement Initiate Educate Confirm Transfer Extend Campaign Sites Email / Leadgen Sites Online Interactive Tools Animations Press Releases Journal Articles Print / Banner Advertising SEO White Papers Business Value Modeling Tools Sales Presentations Brochures / Flyers / Business Value Profiles Webinar Series Case Studies Business Case Presentation / Cost Justification Proposal Proposal Text Statement of Work Document Solution Performance Measurement Case Study Development
  • 6. 6www.roicalculators.com Web Calculator http://www.estimatebusinessvalue.com/emc/documentum/intermarket/web/ Used in Web site customer engagement and lead generation campaigns. Also useful as directional analysis for field sales professionals and partners Purpose 1. Branded Interactive Tool 2. Research 3. Analysis Development 4. Messaging and Dynamic Report Development 5. Hosting & Quarterly Maintenance Deliverables
  • 7. 7www.roicalculators.com Standard Web & Desktop Calculator Used in Web site and sales-rep driven customer engagement to accelerate sales with a business value discussion. Purpose 1. Branded Interactive Tool 2. Load via AIR or CD 3. Research 4. Analysis Development 5. Messaging and Dynamic Report Development 6. Hosting & Quarterly Maintenance 7. Licensing Server Management and Analytics Deliverables http://www.estimatebusinessvalue.com/lesssoftware/web/
  • 8. 8www.roicalculators.com Robust Calculator – Multiple Offerings Used in direct sales engagements with customers with more analysis complexity. Purpose 1. Branded Interactive Tool 2. Research 3. Analysis Development 4. Messaging and Dynamic Report Development 5. Hosting & Quarterly Maintenance 6. Licensing Server Management and Analytics Deliverables
  • 9. 9www.roicalculators.com Business Value Selling Benefits Increased Revenues Through More Deals • More qualified leads from ROI based marketing collateral and sales tools • Increased deal close rate by up to 60% • Less need to discount prices since value has been established • More options sold per deal • More maintenance support revenue from higher sales price Reduced Costs • Reduced sales cycle by up to 40% • Less time spent in lengthy cost justification proposal development • More doors opened with a strong economic reason for why prospects should engage in a business conversation Increased Revenues Through Higher ASP
  • 10. 10www.roicalculators.com Validate  Conduct focus groups to validate the business value framework, and identify customers for rich value-based case studies and testimonials Engage  Develop marketing collateral and sales tools designed to help prospects and sales reps to communicate and quantify business value Discover  Develop a business value framework that encapsulates the business value associated with the solution (Revenue enhancing, cost reducing, strategic benefits, and total investments) Three Phase Plan Phase 1 Phase 2 Phase 3