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Shaheen Parks - Metrics for Measuring the ROI of Sales Technology
Jan 27, 2015
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/shaheen-parks
Session Overview
This session is going to provide ideas and typical metrics for measuring the value of sales technology in quantifiable ways. We’ll discuss specific ways to identify and quantify positive impact and how to build a compelling business case.
Session Overview
This session is going to provide ideas and typical metrics for measuring the value of sales technology in quantifiable ways. We’ll discuss specific ways to identify and quantify positive impact and how to build a compelling business case.
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Transcript
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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?
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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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