13 Mar

Enhance Your Sales and Marketing Dialogue – Best Practice 2: Quantify & Demonstrate Your Value

Randy Perry M                                          Nancy_Selig_cropped M
Randy Perry                                                         Nancy Selig
Vice President                                                         Vice President
Business Value Strategy Practice                        Interactive Platforms Services

In earlier blogs, we’ve established that IT is equipped to speak the business side about their goals. We’ve also explained why linking your products and services to business goals is so important. Now let’s turn to value and why you must quantify the value.  As businesses articulate their desired business outcomes, it is increasingly important that there is a dollar figure associated with those outcomes. If not, why would an organization invest in certain products or services? It’s your job to quantify that value.
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08 Mar

Enhance Your Sales and Marketing Dialogue – Best Practice 1: Focus on Business Outcomes

Randy Perry M                                          Nancy_Selig_cropped M
Randy Perry                                                         Nancy Selig
Vice President                                                         Vice President
Business Value Strategy Practice                        Interactive Platforms Services

In our previous post, we outlined 5 best practices for elevating your sales and marketing dialogue with customers and prospects, which we will expand upon over the next several weeks. Our post today further describes Best Practice #1: focus on business outcomes.

Focusing on business outcomes sounds straightforward yet it doesn’t just happen. Here are three key strategies to help the process along.  First, talk to the business buyers about the outcomes they themselves hope to achieve. Second, link your products and services to their specific outcomes. And third, quantify the results.

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06 Mar

Digital Transformation is Here: What this means For You

Randy Perry M
By Randy Perry
Vice President, Business Value Strategy Practice

Digital transformation is not a technology initiative. At its essence, digital transformation is a business strategy. Business leaders understand that digital transformation holds the potential for real growth by fundamentally changing the customer experience. To be successful, digital transformation requires a strong partnership between business leaders and IT.
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