August 18, 2004
An SIIA Webcast

Moderator: Fred Hoch, Vice President, Software Programs, SIIA
Presenter: Max Rosenkrantz, Kotler Marketing Group

There was a time that software vendors did not feel the need to clearly communicate a business case for their solutions. A recent study conducted by SIIA and the Kotler Marketing Group confirms that this is no longer a tenable position to take as a vendor.

Seventy percent of enterprise IT customers surveyed for the study said their organization requires a quantitative business case for IT investments of $100,000 or more. This study explored in-depth how enterprise customers use business cases and ROI in IT purchase decisions. Areas of inquiry include their perceptions of vendor ROI collateral; which benefits they consider most important for various types of software; and which of these are easiest/most difficult to quantify in a business case. To provide a complementary viewpoint, software vendors were also surveyed regarding their ROI-related sales and marketing efforts.

Over the course of the one hour webcast, we will explore the results of the study and provide opportunities for Q&A with the presenters. Don't miss the opportunity to learn more about what it takes to make a compelling ROI business case.