From Feld Thoughts-  The “enterprise sales software ROI analysis” as a selling tool comes up over and over and over again. And most people blow it, or try to bullshit their way through it, or put together something that is clearly not credible.  So I asked Matthew how he did it at Yesware. Following is his story. Oh, and if you are a Gmail user, check out Yesware.

After spending nearly 20 years selling startup software and services to big companies, I can safely say I’ve seen thousands of “Return on Investment” (ROI) slides. It’s the go-to slide for every enterprise technology salesperson, illustrated with a 4-8 table row, predictably showing that the service in question will pay back the required investment in 6-12 months. Never more (who can wait?), never less (unbelievable). And like most startup business plans, ROI slides are almost always fake.








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