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Business value analysis is a process for developing
a succinct and credible business case sales tool
that quantifies the business value (ROI, TCO,
etc.) for complex technology solutions.
Business value analysis can be used to:
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To educate
prospective customers and analysts on the
value of the offering with a compelling business
case and documented hard-dollar savings |
|
To assist business stakeholders,
CFOs and decision makers in understanding
the impact of a solution, e.g. accounting
for both improved internal efficiencies and
external revenue generation opportunities |
|
To answer the question:
“Do my future benefits/revenues justify
my investment in this technology product or
service offering?” |
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| Typical
buyer’s title |
 |
|
Product
manager |
|
Product marketing
manager |
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| Typical
business problem |
|
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Long
product sales cycles |
|
Difficult to
quantify business benefits |
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Lower cost
competitors or incumbents |
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Demand for
specific, often customized ROI |
|
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| Offering
benefits |
|
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Deliverables,
including white papers and sales
force calculators, help shorten
the client’s sales cycle
by providing credible documentation
of their products’ value |
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