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A compelling business value proposition is the engine that drives sales. Find out more about ROI Calculators, and Business Value Selling.

A compelling business value proposition is the engine that drives sales. Find out more about ROI Calculators, and Business Value Selling.

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  • 1. 1www.roicalculators.com A compelling business value proposition is the engine that drives sales
  • 2. 2www.roicalculators.com Our Industry Leading B2B Clients
  • 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
  • 11. 11www.roicalculators.com Thank you!