60% of companies can't quantify their ROI

But the right ROI story is the #1 thing you can do to drive revenue this year

In a tight market, technology vendors experience slowed or stalled pipelines.

Prospect CFOs and CEOs get more involved in purchase decisions and prioritize spending that can clearly show direct revenue or savings.

Retention is down.

Customer expansion is a struggle.

A few weeks ago, we wrote about the three things revenue leaders could do to close deals this year, and the #1 recommendation was show credible ROI.

But according to our research, 60% of companies struggle to show ROI. Without ROI, your decks, demos, and dinners are may not be enough to convince CFOs and CEOs to pull the trigger in a slow economy.

5 Types of ROI

Attributable ROI is what we usually think about when we discuss ROI (if invest $10 in a new tool, I’ll get $50 out in revenue or savings). But that’s not the only kind of ROI that allows you to win bigger deals faster, improve renewals, and increase expansion.

GTM Partners has identified five clear types of ROI.

We have published a new ROI report that covers:

• How to know if you have an ROI problem (page 3)

• The 5 types of ROI (page 4)

• A new Framework for how to tell if your ROI puts you in the winning zone, the competition zone, or the muddy middle (page 5-6)

• How to evolve your ROI story by taking persona into account (page 7)

A New Way to Showcase ROI

Our research shows that credible, validated, third-party ROI studies can address many common sales problems.

These are examples of three ROI studies we created using proprietary research and validated G2 data.

The Process

• Tell us your top use cases and value propositions.

• We read select case studies or customer videos provided by you.

• We mine G2 review data to validate your use cases and value props.

• We produce a credible, validated, third-party document that you leverage throughout the customer journey

Here are some companies that have figured out how to demonstrate ROI. Check out ROI studies we’ve done for:

• Goldcast

• HG Insights

• Hushly

• Openprise

• PathFactory

• Sendoso

• Vidyard

Here’s what they look like:

If you are struggling with demonstrating ROI, we can help. Book a strategy call with us, and we’ll walk you through our credible, third-party ROI perspective, validated by G2 data.

Help Us Spread the Work About GTMonday!

We’re trying our best to share useful, actionable research and insights every Monday.

We’d love your feedback or topic ideas, and you can send them to sarah@gtmpartners.com.

We’d also love for you to share this newsletter on LinkedIn or by forwarding this email. Subscribe here. 

Thanks for your support as always!

Love,

The GTM Partners Team

P.S. Join us at Inbound: Here’s your Discount Code . . .

We are excited that our Co-Founder and CEO, Sangram Vajre, is speaking at Inbound again this year (most subscribers of this newsletter know Sangram, right?

Hubspot has given us an exclusive 15% discount on General Admission passes that we can offer to all GTMonday subscribers (that’s you!). It expires on July 31, 2023 and can only be used for new purchases and cannot be applied retroactively.

Discount code: GTMPartners

Here are the sessions we’re hosting at Inbound:

• Session #1: The 11 Irrefutable Go-to-Market Plays That Simply Work
  Most people imagine starting and growing a business as something either daunting or nearly impossible. Unfortunately, data suggest that less that 1% of the companies get to a million in revenue in their lifetime, much less in a year. Sangram had the opportunity to start two companies in the last ten years that grew from zero to million in nine months. Join this session to learn practical examples, regardless if you're a startup or big company, on how you can jumpstart your business with these 11 plays, a GTM Operating System, and ROI model. You can steal it and apply it, today.

• Session #2: Why Your Go-to-Market Is Broken and How To Fix It
  Most companies know they have challenges, but they don't know how to articulate it in oder to find a way to solve it. In this deep dive, we will provide a step by step process for identifying the top 15 reasons why your go-to-market is broken and then outline strategies to fix it. Join this session to identify which of the top 15 go-to-market problems your company is facing, document a step by step process, metrics, and playbook to fix these challenges, and outline a clear GTM plan to grow your business and focus on outcomes.

Can’t wait to see you there! Inbound is always a great event!