Today, 95% of decision makers require a business value analysis on some / all of investments.
Organizations are more risk averse and frugal than ever, a condition termed Frugalnomics, demanding diligence and assurances that proposed investments deliver a tangible bottom-line impact, positive returns and a quick payback.
As project size grows, it should be no surprise that the demand for financial justification increases, in proportion to the risk. Over 85% of projects over $50,000 now require a formal business case.
Although financial justification / ROI is required, most buyers struggle with the numbers. According to IDC, 2/3rds of buyers indicate they don’t have the knowledge, research metrics or tools needed to do ROI / business value calculations. Relying on the prospect to on their own develop the business case can lead to significant delays in the dec…