Quantify The Business Value Of Sales Enablement Automation

March 4th, 2015

With contributors:

Peter O'Neill , Jacob Milender

Summary

Sales enablement (SE) automation initiatives must invariably answer the question, "What will we get for our money?" Sales enablement pros who lead these projects must build business cases correctly or risk launching initiatives that have no traction with senior management and do not focus sharply on delivering business results. This report describes how to apply Forrester's Total Economic Impact™ (TEI) methodology to ensure that your SE automation plan addresses four critical questions: What are the business benefits? What is the impact on technology management or project costs? Is future flexibility increased? How will risks be mitigated? This report is a modified version of "Quantify The Business Value Of CRM," originally issued to application development and delivery professionals on October 3, 2014. We have refocused it to the needs of SE professionals, with reference to complementary research published since then.

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