1 min lesson
Building the ROI case
Give the practical answer to "What should the ROI case lead with for an engineering-leader-plus-finance audience?" Then name the detail that supports it.
Step 1 of 4
A good ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. case is not a spreadsheet you email. It is an artifact your champion built with you, grounded in their own POC data, that survives a CFO reading it line by line without you in the room.
Most AEs lead with a giant percentage. Engineering leaders distrust percentages and trust payback periods, because payback answers the only question their finance partner asks: when do we get our money back. Build toward net value and payback, then let the percentage fall out.
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From Discovery Numbers to a Defensible Case
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The pressure-test is the gate: anything you can't source gets cut before procurement sees it.