Shaheen Parks - Metrics for Measuring the ROI of Sales Technology

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/shaheen-parks

Session Overview
This session is going to provide ideas and typical metrics for measuring the value of sales technology in quantifiable ways. We’ll discuss specific ways to identify and quantify positive impact and how to build a compelling business case.

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Shaheen Parks - Metrics for Measuring the ROI of Sales Technology

  1. 1. #SalesSummit
  2. 2. #SalesSummit Metrics for Measuring the ROI of Sales Technology Forrester Consulting Shaheen Parks Principal Consultant, Total Economic Impact
  3. 3. #SalesSummit 3 Why Measure ROI?
  4. 4. #SalesSummit 4 Why Measure ROI?
  5. 5. #SalesSummit © 2012 Forrester Research, Inc. Reproduction Prohibited A framework can help cover all the bases TEI: Forrester’s ROI-based methodology that helps articulate the benefits, costs, risk, and flexibility of technology vendors’ solutions. “Options” created •Base for future •Valued financially •Communicated Business value •Quantified and valued •Measured outside of IT •BU accountability Technology cost •IT costs •Business costs Uncertainty •More accuracy •Risk mitigation •Higher success rates
  6. 6. #SalesSummit Where the rubber meets the road
  7. 7. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 7 Trends in Technology ROI Calculation: IT to BT
  8. 8. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 8 Trends in Technology ROI Calculation: IT to BT
  9. 9. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 9 Trends in Technology ROI Calculation: IT to BT
  10. 10. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 10 Quantifying a Positive Impact on Sales
  11. 11. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 11 Quantifying a Positive Impact on Sales Hours recovered * hourly rate = savings
  12. 12. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 12 Quantifying a Positive Impact on Sales Hours recovered * hourly rate = savings • Lead Generation • Close rates • Deal size • Cross Sell • Time to close
  13. 13. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 13 Lead Generation
  14. 14. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 14 Close Rates
  15. 15. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 15 Deal Size
  16. 16. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 16 Cross Sell
  17. 17. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 17 Time to closing
  18. 18. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 18 Challenges: Making It Believable
  19. 19. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 19 Challenges: Making It Believable • Be conservative • Adjust for risk factors
  20. 20. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 20 Consider Future Options – The Value of Flexibility
  21. 21. #SalesSummit © 2014 Forrester Research, Inc. Reproduction Prohibited 21 Don’t forget the costs!
  22. 22. #SalesSummit Thank you Shaheen Parks +1 617.613.6077 sparks@forrester.com

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