Selling Business Value of Software

The company will reach a Goal by resolving an Operational Roadblock using a Software Capability generating Business Value.

I really like this approach because it forces you to not just list benefits and over-compensate on broad generalities, however focus more narrowly on expectations of the customer and specific circumstances.  The consultative approach is easily consumed and the client can regurgitate the value-driven expectations of the software to others easily in an anecdotal approach (which has the most likelihood of going viral to get others to buy-in). 

Example:  

The company will achieve speed and efficiency in sharing and collaborating across multiple teams by resolving the disparate information sources that exist using the collaboration and real-time communication feature generating over $500,000 in ROI by eliminating redundant business processes and improving decision making accuracy and efficiency. 


This approach allows you to use the most relevant product feature mapped against the correlating capability that the software provides and minimize the "how are you going to do that?" quotient that the customer will have in connecting the dots of various benefits.  Being overly quantified in your business value has good and bad - be sure the customer will remember the value when a dollar amount is tied to it.  This means that you should deliver on that number and it likely means you'll get the chance to deliver it because if its compelling enough, it will warrant enough attention and garner enough support to fund the software's purchase.  

Happy selling!