ROI Model Development

Jump Start Your Sales

Our Process - continued

4. Research and Validate Key Assumptions

Our philosophy for ROI models is to let the customer enter their own assumptions. That approach eliminates much of the distrust that customers often attach to models that are driven by vendors' assumptions. Still, many customers value a vendor's input regarding assumptions. So well researched default assumptions are a critical factor in an effective ROI model. We will use input from your organization, customers, prospects and industry experts to assemble a "bullet-proof" set of assumptions for your ROI model.

5. Automate the Model

Depending on your needs and budget, we can automate the model with Excel^TM macros. These macros can lead your prospects through the process of entering their own data and assumptions.

6. Document the Model

Even an automated ROI model cannot sell a product by itself. One of the most important benefits of an ROI model is the opportunity it provides for a salesperson to work closely with a prospect to understand the latter's organization and priorities. We develop a complete set of documentation for your sales force, so they can use the model effectively.

7. Training

The ROI model is an extremely effective sales tool, not only for the validation it provides, but also because it provides your sales force with a justification for learning about their prospects' organizations and needs. With the documentation in hand, we train your sales force in both the mechanics of the ROI model and in how to integrate the ROI model into the sales process. We also share our research findings, giving them a better feeling for the market's view of the value of the product they are selling.

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