A Great Value Story

Jeff Kaplan is President of Thinkstrategies ; his blog tells a great value story about software provider Concerro.  Concerro uses a SaaS solution to “reduce the amount of monies spent on premium labor” for its client hospitals. 

Kaplan points to key areas where the Concerro solution saves the hospitals money and provides not only the total dollar savings but also the six month ROI for the investment required for the solution. 

We call this Case ROI–that is a return on investment tool that provides specific case-by-case returns on investment for client investments in software, service or product costs.   Since it deals with a specific customer’s investment and return, it has more credibility than traditional “static” approaches.  We remember talking with one software company that had done more than forty of the static approaches (they were cheaper to build) and wondered why the salespeople never used them! 

Building a case-by-case approach takes time to build out the questions and the spreadsheet for salespeople to use but it is worth the effort because it drives sales at a higher price.  You can get a copy of Mark Burton’s article on Case ROI from our website.

I’m a bit tired of hearing that doing this is too complex and time consuming–as Jeff proves, it really isn’t   Plus, it works because it helps close sales at a much higher profit.  Go figure!