Brief: Tailoring ROI Conversations to Different Stakeholders

What’s Inside

ROI has made a fast ascent to the top position on the list of needs for all buyers.

Executives across the organisation need to see that the ROI factors of a solution will address their individualised goals.

In our brief, Tailoring ROI Conversations to Different Stakeholders, we examine the emerging but central challenge for sales professionals today: addressing as many ROI needs as there are buyers.

We examine what resonates with the following four key stakeholders: 

• CEO: Connecting the value to broad, strategic business goals
• CFO: Articulating the measurability of revenue or savings
• COO: Illustrating ease of implementation and cross-department applicability
• CIO: Addressing solution relevance to accelerated digital transformation efforts