We know that it is easier to sell top down, if we can get access at the top. Many of us have been (or are) stuck in IT away from the business and perhaps at low levels in IT. How do we avoid this happening in the future or remedy the situation if we’re already there? I’d love to hear what are my peer’s best techniques and tools used to sell using a Business Value Assessment approach. Two of the better tools I have had access to for BVA include Finlistics and Databook. What about you?
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Hey Dan,
My recommendation would be to start building an army of champions.
A BVA is good, but by design a BVA is setting the course, or north star to where you believe your solution will bring them.
You may want to consider a different approach and use a Value Realization exercise to help your Champion showcase their win(s) by leveraging your solution.
Keep in mind, IT often gets kicked in the teeth and having a vendor reach out is a threat to them and may expose them for not doing something right. Build an army of champions within IT and you will see a change…trust me on that.