CRISP, connecting data between retailers, distributors, and brands to power real-time insights across the supply chain, needed to provide their supply chain managers and data scientist customers with a way to justify the purchase of their solutions to ever-more frugal executives. Without this justification, deals were delayed or lost to “do nothing”.
CRISP leveraged the value experts at Genius Drive to help convert a complex spreadsheet model into an easy to use ROI calculator for use by customer champions and executive prospects on the CRISP website. The interactive calculator helped to fuel outreach campaigns, generate leads and provide the financial justification story and metrics needed to gain executive support and approvals.
CHALLENGES
- Difficulty elevating to executive decision makers
- Struggling to empower champions to make the case to the economic buyer
- Creating a compelling financial reason for executives to sign-off
RESULTS
- Developed and delivered a self-service marketing calculator for executives
- Fueled outreach campaigns to CFOs and executive buyers
- Helped improve marketing and sales engagements with compelling financial justification and business value storytelling
- Generated incremental business opportunities and pipeline
