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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.