Crimson Consulting: ROI: 7 Steps to Making it Work for Your Organization

Guest Speakers:

Richard L. Sklarin
A former Partner from Accenture, Rick is a strategic development and marketing strategy consultant with an eighteen year history advising companies on all aspects of enterprise and consumer strategy. He has served as lead client Partner for clients such as Adobe Systems, Virgin Mobile USA, Palm, Clarify, Sprint PCS, Cox Communications, SBC, and GTE.

Dylan Charles
Dylan Charles, a former Partner at KPMG (BearingPoint) and The McKenna Group, has over 20 years of strategy and planning experience in a range of industries, including high technology, telecommunications, media, and consumer products.

Dylan has advised technology companies including Cisco, HP, Hitachi, Ingram Micro and Motorola.

Many technology companies, especially those that offer complex or expensive solutions, want to provide quantified evidence that their solutions deliver significant financial benefits to customers. These technology companies often develop ROI, TCO, ROA, and other economic value proposition tools in order to give customers a factual, economic basis for purchase decisions.

Unfortunately, very few companies are making a real impact with this important approach to selling.

Companies often fail to clearly define the customer problem that they are trying to solve and measure the wrong thing
Often, the place for an economic value proposition in the sales cycle is mis-understood, which leads to a "develop and ignore" philosophy with respect to the tools
ROI, TCO and ROA tools are often too difficult for sales reps to use and to explain to prospects
The tools (and/or their output) are not adequately developed and explained, so they have limited or no credibility with prospects

During this webcast, Crimson Partners, Rick Sklarin and Dylan Charles will discuss why most approaches to ROI-based selling don't work, and provide a seven step process to make it work in your company, including:

Cleary defining what problems you are trying to solve.
Understanding where ROI fits in the sales process and how ROI is deployed
Segmenting your customer base to create like for like estimates and comparisons that drive useful ROI evaluations
Deploying strategic account management programs

Don't miss this opportunity to hear first hand from industry experts, how you can develop and utilize more effective economic value proposition tools for your company.

On-demand webinar:

PASS IT ON
Do you know someone else who would benefit from this free webinar? Do them a favor and forward them this free invitation.

ABOUT ON24
ON24 is the global leader of webcasting and video communications solutions. More than 500 leading companies including Cardinal Health, Cisco Systems, CMP Media, Credit Suisse, Hewlett-Packard, and Sun Microsystems use ON24 for activities such as lead generation, internal communications, conferences and events, product launches, sales training, continuing professional education, and executive announcements. Based in San Francisco, the privately held company was founded in 1998.

For more information about ON24 products and services, visit our web site at www.on24.com

To opt-out from receiving future messages from ON24, please send a blank email to unsubscribe@pmail.on24.com