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Shaheen Parks - Metrics for Measuring the ROI of Sales Technology
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Transcript of Shaheen Parks - Metrics for Measuring the ROI of Sales Technology
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Metrics for Measuring the ROI of Sales TechnologyForrester Consulting
Shaheen ParksPrincipal Consultant, Total Economic Impact
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Why Measure ROI?
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Why Measure ROI?
#SalesSummit© 2012 Forrester Research, Inc. Reproduction Prohibited
A framework can help cover all the bases
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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
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Where the rubber meets the road
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Trends in Technology ROI Calculation: IT to BT
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Trends in Technology ROI Calculation: IT to BT
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Trends in Technology ROI Calculation: IT to BT
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Quantifying a Positive Impact on Sales
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Quantifying a Positive Impact on Sales
Hours recovered * hourly rate
= savings
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Quantifying a Positive Impact on Sales
Hours recovered * hourly rate
= savings
• Lead Generation• Close rates• Deal size• Cross Sell
• Time to close
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Lead Generation
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Close Rates
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Deal Size
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Cross Sell
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Time to closing
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Challenges: Making It Believable
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Challenges: Making It Believable
• Be conservative• Adjust for risk factors
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Consider Future Options – The Value of Flexibility
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Don’t forget the costs!
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Thank youShaheen Parks+1 [email protected]