ROI SALES TOOLS

1www.roicalculators.com

A compelling business value proposition is the engine that drives sales


Our Industry Leading B2B Clients


Communicating and Quantifying Business Value

Features & Functions

Operational Capabilities

Business Value

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Business Value Framework

Business ValueFramework

Business ValueCalculators

Business ValueSales Presentation

Business ValueCase Studies

Business ValueWhite Papers

Business ValueBrochures

Business ValueSales Training


Mapping to the Sales Cycle

Awareness Interest Belief Acquisition Reinforcement

Initiate Educate Confirm Transfer Extend

Campaign Sites

Email / Leadgen Sites

Online Interactive Tools

Animations

Press Releases

Journal Articles

Print / Banner Advertising

SEO

White Papers

Business Value Modeling Tools

Sales Presentations

Brochures / Flyers / Business Value Profiles

Webinar Series

Case Studies

Business Case Presentation / Cost Justification Proposal

Proposal Text

Statement of Work Document

Solution Performance Measurement

Case Study Development


Web Calculator

http://www.estimatebusinessvalue.com/emc/documentum/intermarket/web/

Used in Web site customer engagement and lead generation campaigns. Also useful as directional analysis for field sales professionals and partners

Purpose

1. Branded Interactive Tool

2. Research

3. Analysis Development

4. Messaging and Dynamic Report Development

5. Hosting & Quarterly Maintenance

Deliverables




Standard Web & Desktop Calculator

Used in Web site and sales-rep driven customer engagement to accelerate sales with a business value discussion.

Purpose


2. Load via AIR or CD

3. Research




7. Licensing Server Management and Analytics

Deliverables

http://www.estimatebusinessvalue.com/lesssoftware/web/

http://www.estimatebusinessvalue.com/lesssoftware/web/


Robust Calculator – Multiple Offerings

Used in direct sales engagements with customers with more analysis complexity.

Purpose


2. Research




6. Licensing Server Management and Analytics

Deliverables


Business Value Selling Benefits

Increased Revenues Through More Deals

• More qualified leads from ROI based marketing collateral and sales tools

• Increased deal close rate by up to 60%

• Less need to discount prices since value has been established

• More options sold per deal

• More maintenance support revenue from higher sales price

Reduced Costs

• Reduced sales cycle by up to 40%

• Less time spent in lengthy cost justification proposal development

• More doors opened with a strong economic reason for why prospects should engage in a business conversation

Increased Revenues Through Higher ASP


Validate Conduct focus

groups to validate the business value framework, and identify customers for rich value-based case studies and testimonials

Engage Develop marketing

collateral and sales tools designed to help prospects and sales reps to communicate and quantify business value

Discover Develop a business

value framework that encapsulates the business value associated with the solution (Revenue enhancing, cost reducing, strategic benefits, and total investments)

Three Phase Plan

Phase 1 Phase 2 Phase 3


Thank you!

ROI SALES TOOLS

Technology

Transcript of ROI SALES TOOLS