When it comes to making a business case for software investments, many people fail to recognize that the case itself is just one part of what amounts to an internal sales and marketing effort that they must perform well to be successful. Focusing only on the numbers and assumptions in a spreadsheet is not enough. Making a successful business case requires an understanding of the audience’s perspective and motivations. Since the individuals who will review the business case may not be sufficiently aware of the issues that are behind it and their seriousness, it may be necessary to begin an awareness-building program before presenting the business case. And because the benefits of software investments can be difficult to quantify, executive sponsors are useful in achieving acceptance of these calculations. Unfortunately, many business cases founder because proponents do not realize the importance of taking a sales and marketing approach.
Topics: Analytics, budgeting and planning, Business Performance, business plan, capital spending, CFO, CRM, Customer & Contact Center, ERP, Financial Performance, Financial Performance Management, FPM, Operational Performance, Planning, Research, ROI, Sales Performance, SCM, Software, Supply Chain Performance, Workforce Performance, Office of Finance
One trend in business software that’s still in its early stages but gathering momentum is the availability of modeling tools that fill the gap between desktop spreadsheets and enterprise systems. Granted this “early stage” has been under way for quite some time, but the technology has finally progressed to the point where I expect it to get increasing market traction.
Topics: analysis, Analytics, Business Analytics, Business Collaboration, Business Intelligence, business model, Business Performance, business plan, Database, Essbase, finance, financial model, Financial Performance, Forecast, In-memory, Operational Performance, Planning, Quantrix, Sales Performance, Workforce Performance, Big Data, Office of Finance, analytical application