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Why ROI / TCO Spreadsheets Don't Work

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Many organizations have developed spreadsheet-based ROI / TCO tools to help financially justify solutions to frugal buyers.

Often these spreadsheets are developed by a field subject matter expert based on the demand of the client. However, many of these same cumbersome spreadsheets are also being used by sales reps and channel partners as their customers want and need financial justification to make purchasing decisions.

These spreadsheet-based ROI / TCO tools are meeting a need but can be difficult for users and prospects alike. There are typically issues with version control, calculation errors, output reports, credibility, ease of use, tracking, security and validation.

In this session, industry leader and ROI Guy, Tom Pisello will show you how to address these issues and more.

Published in: Sales
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Why ROI / TCO Spreadsheets Don't Work

  1. 1. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Why ROI & TCO Spreadsheets Don’t Work 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. Likely Using Excel for Value-Based Sales Tools? 2 Discovery Tools & Maturity Assessments ROI Calculators TCO Calculators Customer Success Tracking & Realized ROI Solution Finders & Pricing Tools
  3. 3. Copyright © 2001-2018 Alinean, Inc. The Problem with Excel-based ROI / TCO Tools 3 #1 - Development and Maintenance Costs?
  4. 4. Copyright © 2001-2018 Alinean, Inc. The Problem with Excel-based ROI / TCO Tools 4 #2 - Version Control & Security?
  5. 5. Copyright © 2001-2018 Alinean, Inc. The Problem with Excel-based ROI / TCO Tools 5 #3 - Adoption and Usage?
  6. 6. Copyright © 2001-2018 Alinean, Inc. The Problem with Excel-based ROI / TCO Tools 6 #4 - Customer Intelligence?
  7. 7. Copyright © 2001-2018 Alinean, Inc. The Problem with Excel-based ROI / TCO Tools 7 #5 - Integration with CRM?
  8. 8. Copyright © 2001-2018 Alinean, Inc. The Problem with Excel-based ROI / TCO Tools 8 #6 - Mobility?
  9. 9. Copyright © 2001-2018 Alinean, Inc. The Problem with Excel-based ROI / TCO Tools 9 #7 - Value Storytelling + Justification?
  10. 10. Copyright © 2001-2018 Alinean, Inc. The Problem with Excel-based ROI / TCO Tools 10 #8 - 3rd Party Validation? 1 in 6 Trust ROI / TCO analysis without 3rd party “validation”
  11. 11. Copyright © 2001-2018 Alinean, Inc. Advancing from ROI / TCO Spreadsheets to an Interactive Tool 11
  12. 12. Copyright © 2001-2018 Alinean, Inc.
  13. 13. Copyright © 2001-2018 Alinean, Inc.
  14. 14. Copyright © 2001-2018 Alinean, Inc.
  15. 15. Copyright © 2001-2018 Alinean, Inc.
  16. 16. Copyright © 2001-2018 Alinean, Inc.
  17. 17. Copyright © 2001-2018 Alinean, Inc.
  18. 18. Copyright © 2001-2018 Alinean, Inc. From ROI / TCO Spreadsheets to Interactive Value Selling Tools 18 Free Design Workshop
  19. 19. Copyright © 2001-2018 Alinean, Inc.Copyright © 2001-2018 Alinean, Inc. Why ROI & TCO Spreadsheets Don’t Work 19 Dan Sixsmith Value Consultant dsixsmith@alinean.com http://www.alinean.com @AlineanROI Tom Pisello CEO / Founder tom@alinean.com

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