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Webinar : Get your ROI and TCO Sales and Marketing Tools Right, or Not at All

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Customers care about financials. They need help understanding how much the legacy is costing, and how your solution can help them save money and improve their business.

Your prospects need assistance in tallying Total Cost of Ownership (TCO) and Return on Investment (ROI), which is why most vendors work hard to develop calculators for their websites and sales teams.

But buyers are wary of vendor provided content, and if you don’t do your ROI / TCO calculator right, you could be doing more harm than good.

If you are going to do an ROI / TCO Calculator you have to make sure its credible, this according to Hank Barnes Gartner in his article: Things I’d Like to See Go Away – Unrealistic ROI and TCO Calculators.

In this session learn how you can ensure that you have the right calculators for your prospects and customers.

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Webinar : Get your ROI and TCO Sales and Marketing Tools Right, or Not at All

  1. 1. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Get your ROI / TCO Calculators Right, or Not at All 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. Why is ROI / TCO So Important for you to deliver to prospects & customers? 2 95 % Of purchases require financial justification on deals $50k or greater 65 % Don’t have the time, model or metrics needed to justify proposed solutions 81 % Expect vendors to deliver the justification
  3. 3. Copyright © 2001-2018 Alinean, Inc. Gartner: Get ROI / TCO Right or Not at All 3 Buyers are wary of vendor provided content, and if you don’t get your ROI / TCO calculator right, you could be doing more harm than good. Hank Barnes VP, Distinguished Analyst https://blogs.gartner.com/hank-barnes/2018/05/22/things-id-like-to-see- go-away-unrealistic-roi-and-tco-calculators/
  4. 4. Copyright © 2001-2018 Alinean, Inc. Issue #1: Black Boxes 4 Too many ROI / TCO Calculators are black boxes, not providing visibility into the calculations or ways to customize the assumptions and results
  5. 5. Copyright © 2001-2018 Alinean, Inc. Issue #1: Black Boxes 5
  6. 6. Copyright © 2001-2018 Alinean, Inc. Issue #2: Waste of Time 6 Don’t ask me to fill in info about my opportunity and provide “contact me” information, then fail to give me valuable insights and results
  7. 7. Copyright © 2001-2018 Alinean, Inc. Issue #2: Waste of Time 7
  8. 8. Copyright © 2001-2018 Alinean, Inc. Issue #3: Don’t Include All Costs 8 Exclusion of key total cost factors of the proposed solution, for example including licensing costs but failing to include customization, integration and ongoing administration into the calculations
  9. 9. Copyright © 2001-2018 Alinean, Inc. Issue #3: Don’t Include All Costs 9 Customization, integration, project management, training, and ongoing administration?
  10. 10. Copyright © 2001-2018 Alinean, Inc. Issue #4: Don’t Provide Documentation of Research & Sources 10 Not documenting research or sources for the cost and savings assumptions, having us rely on the “vendors word” for justification.
  11. 11. Copyright © 2001-2018 Alinean, Inc. Issue #4: Don’t Provide Documentation of Research & Sources 11 NO details Vague source reference Vendors not directly trusted Need 3rd party sources & validation
  12. 12. Copyright © 2001-2018 Alinean, Inc. How to Get it Right 12 https://8x8.valuestoryapp.com/roi
  13. 13. Copyright © 2001-2018 Alinean, Inc. Gartner: Getting your ROI / TCO Calculators Right 13 Other best practices Value in return Editable Assumptions Complete Modeling 3rd party sources & validation Not just numbers, Tell your Value Story Visuals and Icons Don’t gate access Keep lead capture forms simple
  14. 14. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Get your ROI / TCO Calculators Right, or Not at All 14 Dan Sixsmith, Value Consultant dsixsmith@alinean.com http://www.alinean.com @AlineanROI Tom Pisello, CEO / Founder tom@alinean.com

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