How would you know it’s time to put BUSINESS-CASE white papers into your business development process?

BUYING LOGIC FOR Business-Case White Papers

• Most business executives insist on knowing how a proposed new technology will pay off, quantifying the tangible benefits in the form of process improvements, lower costs, increased sales, or increased shareholder wealth.
• Quantification of tangible benefits starts with a crisp, cogent definition of the underlying and often obscure business problem to solve and concludes with a succinct, fact-based model that describes how a new investment will pay off.
• Most vendors fail to define tangible economic benefits that executives at buying organizations consider credible or realistic; the buying process stops until these executives have either developed or acquired a business case that justifies the purchase decision.
• Independent research firms known for credible analyses of return on investment from new technologies often provide the business case for buying a new system.
• Many executives within buying organizations will pay for expertise that explains how a particular investment in a proposed new technology will pay off; these same executives will opt-in to free white papers if offered in a convenient manner.
• GISTICS promises to create sales leads in early stage markets, promoting free business-case white papers to executives and change agents within prospective buying organizations

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