Industry Articles & Features

Articles and features...direct from the authors.

Catch up on essential reading that can boost revenues and ROI. As contributors to respected industry magazines, members of FutureSight explore critical issues of marketing, sales and business planning.

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Recent Articles

ROI Performance Measurement: Friend or Foe?

by Bruce Scheer

CFO's are beginning to desire ROI performance measurement conducted over the life of technology initiatives. So how are organizations, and the technology vendors who support them, responding to this mandate for the 5th "P"?

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Selling to the CFO: What the CFO needs to see to believe.

by Bruce Scheer

To make a technology sale in these times of shrinking IT budgets and increased competition for available funds, technology vendors need to communicate a value proposition that rises to the top of projects from which a CFO will select. When approaching the CFO, you will want to remember the 4 P's for developing and presenting your business case and true value proposition.

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How to Sell Your Software to the CFO.

by Bruce Scheer

Customers are seeking value justification before they open their purse strings, and the person holding the strings most frequently is the CFO. The CFO wants to see a true value proposition instead of the half-baked, fuzzy propositions and value notions of days gone past.

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FutureSight Featured in the Press

What's the ROI on your ROI sales tool?

by Bruce Hadley

It's every sales consultant's favorite hustle right now: If you want to sell software, they say, you must be able to show your customers' return on their software investment. You can buy books, tapes, attend seminars, and spend many thousands of dollars developing return on investment (ROI) and total cost of ownership (TCO) tools. But is it worth it? We posed a few skeptical questions to some "been there, done that" software professionals.

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For fresh ideas for meeting your B2B marketing needs, contact the B2B marketing specialists at FutureSight Consulting, info@futuresightconsulting.com.