How To Create A Persuasive Business Case For Investing In Salesforce

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When it comes to changing directions with your business, expanding your technology portfolio can often be considered one of the most challenging transitions. But realistically, making the move to invest further in a technology system can be just the shakeup a company needs to extend its reach, improve sales and refine lead processes. As far as CRMs go, Salesforce is one of the most versatile models on the market, offering high-level business technology in a way that has been developed specifically to benefit businesses of all sizes. As one of the biggest names in the industry, it’s no surprise that a growing number of companies are not only choosing to invest in Salesforce, but also expand their investment into more cloud and build upon the system they already have.

So, how do you express the advantages of investing further in Salesforce to the stakeholders in your business? The best place to start is with a functional Salesforce business case for expansion, providing clear advantages and figures that demonstrate just why investing more in Salesforce would be an excellent move for your business. Read on to discover how to create a persuasive business case for putting more into Salesforce, from what that case should look like to the information it should contain:

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What Your Business Case Should Look Like

Prior to collating all your information and planning out your strategy for your Salesforce investment business case, knowing what that case should look like is step one. In brief, a Salesforce business case should contain:

  1. A brief introduction and synopsis of what your case contains
  2. Pain points and relatable issues in the current CRM, that can affect the business in the short or long-term. An example of this could be the current inability to connect marketing activity with the sales pipeline and opportunities within your CRM.
  3. A proposed solution to this problem. An example of this would be a recommendation for an additional implementation of Pardot, enabling marketers to automatically create and assign qualified leads in Salesforce for the sales team to follow up with.
  4. The inclusion of real-life case studies, if relevant.
  5. Financial ROI details and relevant statistics, in an easily digestible format.

Read on to discover how to gather that valuable information and data to help make your Salesforce business case a success.

Key Inclusions And Figures For Your Salesforce Business Case

As such a popular and well-regarded platform, finding information about the financial benefits of further Salesforce investment is more accessible than most. While it’s easy to get caught up on the cost of transition, it’s possible to explain the long-term value of investing more in Salesforce by taking a look at the qualitative benefits of the platform, as well as the quantitative factors.

Opportunities to innovate, to better compete and to streamline processes are all valuable functionalities to include. Looking towards the future, instead of focusing just on the present, is the best way to express how beneficial investing further into Salesforce could be in six months, a year or even several years. So don’t be afraid to look ahead with your business case. It’s important not to overload your argument with information, so stick to the necessary and most beneficial facts rather than overwhelming a stakeholder with high volumes of statistics and figures.

Forecasting Finances

Beyond the more semantic benefits of investing further in Salesforce, the majority of companies will want to know the hard facts and projections of adopting additional  systems to understand the business value. For anyone working in an area involving budgets or finance, this concept won’t be anything new; but ensuring you understand the financial implications and benefits of investing can allow you to communicate them to decision-makers far more quickly and persuasively.

In terms of actual data, this means the financial benefit of the technology  investment in the short and longer-term, as well as the likely difference in ROI between your current system and a new one. Salesforce even offers an ROI calculator to provide a clearer idea of the monetary benefits of switching, making your job that little bit easier. Click here to try it out.

Using Real-World Implementation Examples

A business case can be considered a form of internal marketing. Your job, as the creator of the Salesforce business case, is to market the benefits of the product to decision-makers and stakeholders within your company. As in traditional marketing, real-world examples and Salesforce case studies are a fantastic way to gain this insight. As a highly prolific platform, it’s possible to gain access to countless examples of Salesforce successes online, and there is generally something out there for just about any industry. This in-depth study of Nationwide Fire Sprinklers is an excellent example the huge value investing in a best-of-breed technology can drive.

Pitching Salesforce To The Right People

For your business case to be both persuasive and successful, you need to be targeting the right audience to both get your point across and achieve approval for conversion over time. The first step to this is identifying the key decision-makers within your business. Typically, these are CEOs or CTOs in the company, but for larger organisations, there may be dedicated top-level management for both IT and Sales purposes. Understanding your company hierarchy, and getting your case in front of the right people, is the best way to achieve success. It also allows you to tailor your case far more than a more generic approach.

Delivering Your Business Case

Once you’ve completed your Salesforce business case in full, it’s time to deliver. While traditionally, a full-blown presentation is a typical way of presenting data and providing information formally, in modern business, this approach doesn’t always apply. You may find that a digital portfolio or physical report – in addition to a brief presentation – may offer you the best opportunity to ensure the proper absorption of information. Knowing your business is the best way to understand what delivery method would work best, and can draw the attention of those key stakeholders with the contents of your case that will appeal most to them.

As with any business case, the first stage to successfully putting forth an argument for making changes is doing your research. It’s crucial to understand how your chosen product investment will accelerate your company’s processes and how it will integrate into your customer company roadmap. It’s these details, and insightful information, that provides the basis for your reason to invest further into Salesforce.

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