Shaheen Parks - Metrics for Measuring the ROI of Sales Technology

#SalesSummit

Click icon to add picture

#SalesSummit

Metrics for Measuring the ROI of Sales TechnologyForrester Consulting

Shaheen ParksPrincipal Consultant, Total Economic Impact

#SalesSummit3

Why Measure ROI?

#SalesSummit4

Why Measure ROI?

#SalesSummit© 2012 Forrester Research, Inc. Reproduction Prohibited

A framework can help cover all the bases

5

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

#SalesSummit

Where the rubber meets the road

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 7

Trends in Technology ROI Calculation: IT to BT

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 8

Trends in Technology ROI Calculation: IT to BT

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 9

Trends in Technology ROI Calculation: IT to BT

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 10

Quantifying a Positive Impact on Sales

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 11

Quantifying a Positive Impact on Sales

Hours recovered * hourly rate

= savings

#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

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 13

Lead Generation

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 14

Close Rates

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 15

Deal Size

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 16

Cross Sell

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 17

Time to closing

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 18

Challenges: Making It Believable

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 19

Challenges: Making It Believable

• Be conservative• Adjust for risk factors

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 20

Consider Future Options – The Value of Flexibility

#SalesSummit© 2014 Forrester Research, Inc. Reproduction Prohibited 21

Don’t forget the costs!

#SalesSummit

Thank youShaheen Parks+1 617.613.6077sparks@forrester.com