Quantifying value is a critical component of a B2B sales cycle. The issue? Value consultants and sales teams don't have the time or resources to do the required analysis for all of their accounts.
Buyers expect to hear value early in a sales cycle and companies are finding that traditional methods of calculating value, like Excel and homegrown calculators, are no longer enough, as they create a security risk and are cumbersome to use and understand.
This whitepaper, Customer Value Management: Why Excel Can't Cope, explores four key business implications of using Excel and the value that's being left behind by leveraging spreadsheets instead of enterprise-class software.