TCO vs. ROI
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CIO's are constantly striving to show the business value of IT investments and prove how these investments are strategic to the business. For sales professionals, understanding the move in favor of ROI over TCO provides another reason why they must assist their buyers in understanding how their solutions create business value beyond the safe zone of cutting costs.
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Four Steps to CIO Effectiveness
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To be effective at selling value, you must understand how those who make buying decisions are measured. According to Information Week, there are currently 4 steps to CIO effectiveness. This article outlines describes those steps, and understanding how your solutions can contribute to those will raise your stature with the CIO and enable you to close more business.
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How to Wow Your Board of Directors
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Turns out that the things going through the CIO's mind before a meeting with the Board of Directors, and the fears they face, are right in line with our own as sales professionals. This article will help you understand the CIO's pressures and better enable you to assist them, and increase your chances of winning the business.
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Hidden Value
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This article discusses the role of intangible (non-quantified) benefits in technology investment decisions. In their survey, 75% of C-level executives said the intangibles are as important or more important than standard ROI measurements. Understanding the role intangible benefits play in the investment decision is crucial to value assessment.
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Value-Based Pricing
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 The right approach to pricing does more than optimize revenue. It can also demonstrate to your sales force how the value is created. This whitepaper by Tom Cissell with The Cistek Group explains a smart approach to value pricing.
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Outsourcing's Next Wave
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 Today, having a more variable cost structure has become a real priority for most executives and creating that variability is now one of the top three reasons companies outsource. Understanding outsourcing's ever-evolving value proposition will enhance your ability to sell.
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Five Top CIO's Reveal Their Leadership Secrets
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The profiles in this article show that these CIO's consider themselves business people rather than technologists. This article is important to value assessment because it discusses how these CIO's view themselves and their roles. Understanding this is paramount to selling to them.
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Outlook 2005, A Strong Foundation
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Citing research, the article indicates that 2005 will be a year where investments focus on optimizing existing assets. In light of the recovering economy, investments are being scrutinized more carefully and often with strict payback hurdles. Be sure to use this to your advantage.
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The CFO of IT
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Here's another executive you may have to meet. According to this Optimize Magazine article, perhaps 20% of companies officially have a CFO of IT in place right now. Investment in technology continues to be heavily scrutinized, and understanding the financial impact is critical to buyers and sellers.
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R.O.Iowa
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Read about a great example of value assessment of IT investments. It shows the diversity in value assessment, (ROI, risk, customer service, enterprise impact, and strategic impact) and despite the differences in public/private sector selling, value assessment in each have strong similarities.
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Wanted: Metric Skeptics
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Learn about the use of metrics in a business case from a buyer's perspective. This article discusses how to eliminate ambiguity; shows that guesstimates are OK and how to seek all available resources for your metrics. From a seller's perspective, having this knowledge puts you in a consultative role with your buyer while jointly building the assumptions for the business case.
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How to Make Your Best Case
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This article outlines business case best practices and recommends five rules to live by that practically guarantee business case success. Understanding these rules will go a long way toward ensuring the business case you put together will be successful.
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CEO's Say Revenue Growth is More Important Than Cost Cutting
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A survey by IBM Business Consulting Services says 83% of CEO's polled list revenue growth as their top priority over the next three years. The knowledge of this shift can change the way we sell and the benefits we emphasize.
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Avoiding the TCO Trap
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Learn why total cost of ownership is a good way to measure costs, but a bad way to analyze the full business value of IT investments. In value assessment, it is critical to look at the full value of what you are selling.
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The Ultimate CIO Vendor Relationships
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Explore the strategic relationships between CIO's and their vendors, and what they expect from them, as we move into a more realistic period of IT spending. These relationships are crucial for conducting value assessment.
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Outsourcing's Benefits May Be More Than Monetary
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Often times seen as a way to cut costs, this article describes the value of outsourcing beyond cost cutting. And in value assessment, the goal is to uncover all of the value.
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Deciding Factors
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This CIO sees himself as a venture capitalist to determine how best to invest the company's money. As a supplier, are you equipped to help?
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Calculating IT Value in Business Terms
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IDC says that it is critical for CIO's to be able to articulate the business value and risks that IT brings to the organization especially in front of the board. The more you can help the CIO with this challenge, the more successful you will be.
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PC Leasing vs. Buying Revisited
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Robert Frances Group says that PC leasing can offer compelling potential cost savings for enterprises able to manage the lease process carefully and to understand that PC TCO extends far beyond acquisition costs. Be prepared for the lease vs. buy discussion.
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Division of Labor
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As business and technology environments become more complex, many buyers of large outsourcing solutions are realizing that one provider cannot possibly satisfy all of their requirements. Understanding this fundamental market shift and where your company fits will put you in a stronger selling position.
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