No longer able to rely on their existing ROI spreadsheets, InfoGenesis — a point-of-sale (POS) solution provider — turned to Anthony Sarno for a scalable, credible, and manageable ROI solution. By leveraging the REAL ROI process, framework, and technology, InfoGenesis differentiated itself and positively influenced a major sale opportunity.
A leading provider of hospitality information technology, InfoGenesis develops POS solutions for the hospitality and foodservice industries — spanning software, hardware, installation, training, consulting, and an award-winning customer-support team.
InfoGenesis was the preferred vendor for a major casino-resort operator with multiple U.S. locations. But the casino was hesitant to sign, having not seen the value over the lower-cost alternative of simply upgrading its existing system. Like many vendors, InfoGenesis ran ROI on spreadsheets — adequate for occasional use with small customers, but insufficient for large customers with multiple stakeholders and little patience for complicated, hard-to-reconcile spreadsheets.
"There are so many selling situations that make it difficult to express a business case in spreadsheets. For example, the business-as-usual scenario may represent staying with their existing vendor, or upgrading."
"We start with a ROI discovery process, then, based on the learned value drivers, create a business case for each scenario. To make it more complex, we needed to reflect traditional sales as well as hosted solutions. We needed a single solution to create business cases for any solution and business model — and reproduce them consistently."
Working with InfoGenesis' subject-matter experts, ROI models were built covering all vertical markets and deployment options.
Following the initial web-conference workshop, account managers were trained on-site to facilitate the business-case process with prospects.
Leveraging the REAL ROI Framework™, InfoGenesis generated business cases for any solution from a single application.
Today, when preparing a proposal, the InfoGenesis sales team walks customers through a simple process to gather the assumptions needed for a credible, reconcilable business case — so every proposal includes a ROI analysis.
InfoGenesis built a business case on a clear process with real customer assumptions. The ROI reports were critical in differentiating InfoGenesis and creating consensus around the value of its solution.
InfoGenesis' implementation team was handed a copy of the business case, so deployment emphasized the highest-value functionality it outlined. By then proving that value with targeted reports matched to the business-case metrics, InfoGenesis secured a long-term customer relationship — with cross-sell opportunity.