Technology Value Beyond The Buyer's Four Walls: External Stakeholder Impact Defined

To justify a technology investment, buyers traditionally estimate the expected impact or return on investment (ROI) within their own organization's four walls, typically to IT itself and end users in the business. The rise of pervasive technology, delivered in increasingly integrated ways by larger vendors and extended to outside stakeholders, is creating value beyond the buying organization. That's a good thing, as a growing number of CEOs are demanding those benefits from their tech investments to support their sustainability claims and reputation for good corporate citizenship. Sales enablement professionals who help their companies structure, quantify, and communicate how their capabilities deliver value to external stakeholders will gain advantage in capturing this growing competitive opportunity.