Articulating the Business Value of Products

Presented by: Vasu Rao, Product Strategy Manager,
Oracle Corp.



In today's value-conscious economy, many companies are deferring new investments and upgrades. It’s even more critical now to be able to clearly identify the cost savings, ROI, and strategic value. However, you can still persuade a customer to purchase your offering if you are able to credibly articulate the business value of your products and solutions. It can even help you to stand out from competitors.

In this Webcast presentation, Vasu Rao, Product Strategy Manager with Oracle Corporation shares how he addresses the challenge of credibly demonstrating the business value of software products to their customers. 

Key Takeaways:

• An understanding of what “business value” is….and what it is not!
• An approach to communicating business value in unique terms that differentiate your solution from that of your competition.
• Tips and techniques to analyze, communicate, test/validate the business value for your products and services.
• Strategies for developing value messages that resonate with executive decision makers (CIOs, CFOs, CEOs).
• Know when in the product development process to start the effort to quantity a product’s business value.
• A discussion of the tools/best practices that Oracle uses to establish the business value of its products.
• Ideas on what communication methods have worked best in articulating market value

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