The ROI Dilemma: Selling the Value of
Enterprise Software
DESCRIPTION
This
report documents the “ROI challenge” that enterprise IT
vendors
and buyers face, and the various approaches taken to meet this
challenge. It
also points out overlooked opportunities to improve vendors’
value-selling strategies and
tactics.
Conducted
in partnership with the
Software & Information Industry Association, the study is based
on survey responses
from 220 IT vendors and more than 550 enterprise IT decision makers.
Survey findings
address issues such as:
- The payback period that most IT
buyers say they require for their investments
- The role enterprises would like
vendors to play in the business-case process
- Types of ROI collateral vendors
have found to be most effective
- How vendors' goals for using
value-selling can get undermined in practice.
Read an abstract of this report (includes Table of Contents, List of Tables)
READER COMMENTS
"Given customers' focus on
optimizing IT budget
dollars, it's never been more important to communicate ROI. But too
often
vendors forget to listen as well. This report provides a healthy
antidote -- a
chance to hear the voice of the customer on this important topic."
Traver Gruen-Kennedy,
VP & Chief Evangelist, Citrix Systems
REPORT DETAILS
Title: The ROI Dilemma: Selling the Value of
Enterprise Software
Publication Date: 2007 (updated)
Length: 53 pages
Geographic Coverage: North America, EMEA
Pricing: $195 for single-user
license
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