SiriusDecisions Marketplace

Value Actualization Tools

Value Actualization Tools

Value actualization (VA) tools are software applications that enable a potential buyer or rep to calculate the value that can be derived from implementing an offering by entering various metrics. These tools translate the benefits of a solution into different types of value delivered to different buyers. VA tools offer a subtle, but impactful advance beyond that of standard return on investment/total cost of ownership (ROI/TCO) calculators. VA tools are typically delivered under a software-as-a-service model and can be used by a sales rep during a sales call or independently accessed by the buyer. Core features have evolved to include calculation and model creation, customization and flexibility, and analytics and reporting integrated into sales force automation tools. Key considerations for deploying and managing a VA tool include accessibility to reps and buyers, keeping content current, tracking how and when the tool is used, and the impact of use. Show less...

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