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Getting prospects to engage with ROI / TCO Analysis: It's All about the metrics

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Getting clients to believe your ROI / TCO analysis is critical to building consensus with buying committees and gaining executive approval.

However, prospects often have a hard time or are reluctant to cough up the metrics you need to generate the analysis and often don’t buy into the results.

Join us to learn how to overcome this engagement challenge and resolve client pushback with a metric driven approach.

Improve your business value analyses, sales enablement and prospect conversations today by following this advice.

Published in: Sales
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Getting prospects to engage with ROI / TCO Analysis: It's All about the metrics

  1. 1. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Get More Prospects to Engage and Convert: Its all about the Metrics 1 Dan Sixsmith, Value Consultant dsixsmith@alinean.com http://www.alinean.com @AlineanROI Tom Pisello, CEO / Founder tom@alinean.com
  2. 2. Copyright © 2001-2018 Alinean, Inc. You’ve implemented business value selling tools … 2 How do you avoid getting pushback from prospects when engaging with ROI? Three key challenges I need help with …
  3. 3. Copyright © 2001-2018 Alinean, Inc. Challenge #1: Prospects don’t have the data? 3 <10% have data needed to perform the ROI / TCO analysis Recommendation: • Default values required • All key metrics as starting point Best Practice: • Show peer benchmarks for all key metrics
  4. 4. Copyright © 2001-2018 Alinean, Inc. Recommendation: Populate all Key Default Values 4
  5. 5. Copyright © 2001-2018 Alinean, Inc. Best Practice: Show Peer Benchmarks 5 Spectrum
  6. 6. Copyright © 2001-2018 Alinean, Inc. Challenge #2: Data used against them? 6 Recommendation: • Pro forma analysis • Start with defaults and adjust where comfortable • Iterate to get right Best Practice: • Share the tool with prospect • Have them do the entry / work themselves Any data provided will be used to sell against me …
  7. 7. Copyright © 2001-2018 Alinean, Inc. Challenge #3: Don’t Always Trust the Results? 7 85% Don’t trust the vendor ROI / TCO analyses unless you do certain things right Three proven ways to boost trust
  8. 8. Copyright © 2001-2018 Alinean, Inc. Recommendation: Pass the Sniff Test 8 ROI 1000% 2000% 750% 500% 250% 100% 50% Reduce Business Risks Reduce Costs Grow Revenue Improve Productivity / Processes Indirect = 10-30% Direct = 100% Benefits Realization Curve Implementation Adoption & Practice Optimization
  9. 9. Copyright © 2001-2018 Alinean, Inc. Recommendation: Third party validation 9 3rd party research, references & tool Sources & Peer Benchmarks
  10. 10. Copyright © 2001-2018 Alinean, Inc. Recommendation: Success Stories for real world evidence 10 Outcome focused Personal + business value Relevancy is key Best: Bullets & summaries Include Person & Quote
  11. 11. Copyright © 2001-2018 Alinean, Inc. 11 How do you avoid getting pushback from prospects when engaging with ROI? Challenge #1: Prospects don’t have the data • Provide defaults for all key values • Compare with peer benchmarks Challenge #2: Think data can be used against them • Use a pro forma analysis to start • Share the tool Challenge #3: Don’t always trust the results • Results need to pass the sniff test • Validation with 3rd-party research, references & tools • Leverage success stories for real-world evidence
  12. 12. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Get More Prospects to Engage and Convert: Its all about the Metrics 12 Dan Sixsmith, Value Consultant dsixsmith@alinean.com http://www.alinean.com @AlineanROI Tom Pisello, CEO / Founder tom@alinean.com

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