GlenRoss

Account Executive

Building a biz case for time savings and derisking

The title says it but looking for advice from people who have built their business cases around time savings or derisking certain business process or outcomes.

I just moved from a company where we were helping fix conversion and pipeline problems so a fairly simple ROI tied to missed revenue etc.

I’ve heard time savings is the worst ROI to present to execs so just wonder what people are doing that is working to defend big enterprise deals. (It’s a startup so there isn’t sales enablement help and I’ve dug in with founders and no one seems to have data for what I’m looking for)

📈 Closing

7 comments

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braintank

Politicker

Enterprise Account Executive

What stats/stories do you have to work with?

Kosta_Konfucius

Politicker

Sales Rep

Yeah, even doing a quick search on the company website. There will be tons of case studies available

Sunbunny31

Politicker

Sr Sales Executive 🐰

Do you have existing customers who have stories you can tap?

CuriousFox

WR Officer

🦊

This would be the easiest way. Plus it could count as a reference.

Revenue_Rambo

Politicker

Director, Revenue Enablement

1) You’ve got to have a good customer story to help show you aren’t vaporware

2) Draw a correlation between a strategic company goal and how time waste is impacting ability to hit that outcome. The key here is that you cannot draw the connecting line. You need to ask questions so that the exec makes that connection and indicates a reason for addressing it.

Justatitle

Big Shot

Account Executive

the problem with time savings is everyone promises it and few deliver along with it being a tired line so people hear it and shut down. Without saying its going to save time, are you able to demo it in a light where they see how much easier or simpler your product is vs competitors and let them come to the time conclusion on their own? or saving in implementation time etc?

j5xbi_vky

Good Citizen

Sales Director

What would those product users be able to do with their newly free’d up time? Our company sells security software and we build a business case based on helping developers be able to spend less time on security and get back to building business requirements and innovating

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GlenRoss

Building a biz case for time savings and derisking

7 comments

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