Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/shaheen-parks Session Overview This session is going to provide ideas and typical metrics for measuring the value of sales technology in quantifiable ways. We’ll discuss specific ways to identify and quantify positive impact and how to build a compelling business case.

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Metrics for Measuring the ROI of Sales
Technology
Forrester Consulting
Shaheen Parks
Principal Consultant, Total Economic Impact

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Why Measure ROI?

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Why Measure ROI?

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A framework can help cover all the bases
TEI: Forrester’s ROI-based methodology that helps articulate the benefits, costs, risk, and
flexibility of technology vendors’ solutions.
“Options” created
•Base for future
•Valued financially
•Communicated
Business value
•Quantified and valued
•Measured outside of IT
•BU accountability
Technology cost
•IT costs
•Business costs
Uncertainty
•More accuracy
•Risk mitigation
•Higher success rates

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Where the rubber meets the road

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Trends in Technology ROI Calculation: IT
to BT

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Trends in Technology ROI Calculation: IT
to BT

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Trends in Technology ROI Calculation: IT
to BT

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Quantifying a Positive Impact on Sales

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Quantifying a Positive Impact on Sales
Hours recovered * hourly
rate
= savings

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Quantifying a Positive Impact on Sales
Hours recovered * hourly
rate
= savings
• Lead Generation
• Close rates
• Deal size
• Cross Sell
• Time to close

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Lead Generation

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Close Rates

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Deal Size

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Cross Sell

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Time to closing

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Challenges: Making It Believable

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Challenges: Making It Believable
• Be conservative
• Adjust for risk factors

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Consider Future Options – The Value of
Flexibility

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Don’t forget the costs!

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Thank you
Shaheen Parks
+1 617.613.6077
sparks@forrester.com