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Selling Financial Benefits
Over the past three years, the Total Cost of Ownership (or TCO) of computing systems has become more significant for companies seeking to maximize the value of their IT investment. While many companies have focused on TCO as a metric in their efforts to reduce costs, others have looked at it as a base line from which to measure the value that IT adds to the business.
At Prime Selling Concepts® we decided many years ago that once customers have invested in products, they are entitled to expect the maximum return. To make this happen we have focused on putting an ROI on the solutions and products that not only maximizes the technology for customers use, but also makes users more productive, information more accessible and applications easier to work with.
This workshop will provide an introduction to the concept of TCO by explaining its relevance, exploring a few of the myths and looking at some steps companies can take to reduce TCO in their own organization. It also looks at some of the features of the Cyberprise and illustrates how they can help you to drive down your TCO, while you increase the contribution that IT makes to your business.
- Position measurable value propositions, and vision to CXO level executives
- Use customer information and the account plan to identify relevant customer business issues and potential opportunities
- Apply new financial selling skills to your current opportunities
- Review ITIL and the Road to TCO
- Basic financial terms like ROI, ROA, and TCO/ROI (Total Cost of Ownership/Return on Investment), TCO tools, and TCO methodology are covered.
- A review of customer financial analysis and the “financial conversation” with a CFO to provide financial justification and business case
- Engage in executive-level business conversations as a strategic partner
- Recommend how to help solve a customer's business problem and show the TCO/ROI advantage
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