There’s a big effectiveness difference between Return on Investment (ROI) and a Business Case.
In this podcast interview we chat with David Yockelson, a distinguished VP and honored Fellow for research firm Gartner, where he covers the art and science of product marketing and Value. We dive deep into the shortfalls of a typical ROI approach to Value and why thinking about Value in terms of a business case is so important to your success.
Checkout the episode here:
- Buyers have elevated expectations and want solution providers to help them understand and assure business outcomes.
- Value selling requires a comprehensive approach that goes beyond just sales and marketing.
- Building confidence in buying teams and implementing effective change management strategies are crucial for successful value engagements.
- The shift from ROI to building business cases allows for a more strategic and holistic approach to value.