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
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