The economics of IT purchasing decisions are increasingly important in today’s global financial climate. Most IT purchases involve both a technical and an economic buyer. Vendors must help their customers demonstrate a competitive total cost of ownership (TCO) and a compelling return on investment (ROI) in order to obtain purchase approval.
Accurately identify, quantify, and communicate the true economic benefits of your information technology solution by utilizing ESG’s economic value validation (EVV) services that combine in-depth market research, technology expertise, detailed financial modeling, and a mix of content assets and sales tools.
- Increase awareness and leads with ESG-branded reports that promote the economic value of IT solutions
- Attract highly qualified leads with an ESG-developed TCO/ROI web calculator that helps prospects quantify the economic impact of your solution for their business
- Uncover new opportunities, increase close rates, and compress sales cycles with ESG-developed field calculators.
A successful economic validation will:
- Illuminate the total value of your technology in areas such as direct and indirect costs; comparative IT efficiency associated with solution deployment and management; comparative end-user productivity associated with solution capabilities, reliability and performance; and other positive impacts to the business
- Generate discussion with IT and business decision makers. Build intelligence around prospects’ needs and increase their understanding of the financial impact of an investment in your product or service.
- Credibly question the financial impact of relying on the “status quo”. Organizations often can’t calculate the ramifications of forgoing investment in transformative technologies. EVVs show your customers and prospects the opportunity cost of doing nothing.
- Differentiate your solution at an economic level. IT decision makers already understand the technology advantage of new solutions and business decision makers don’t care. Give both constituents the economic justification they need to buy.