Show me the Money: Financial Justification Remains a Requirement
Budgets are tight and buyers are risk averse, demanding diligence and assurances that proposed investments deliver a tangible bottom-line impact, positive returns and a quick payback.
- 74% of providers are too focused on features versus value (Gartner)
- 48% of providers don’t do a good job w/ business value articulation (Gartner)
- #1 reason sales reps fail to make quota = inability to communicate & quantify unique value (SiriusDecisions)