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Keys to Getting the Enterprise Deal Approved

Having challenges getting your proposal approved? To gain funding for an enterprise tech purchase, buying teams must create a solid business case. Here's our take on how to work through the approval process:

1. Align with stakeholder and organizational priorities by gathering input from representatives, budget owners, and the broader organization. Ensure the technology aligns with mission-critical priorities and values.

2. Measure projected outcomes in business terms, focusing on metrics that matter to stakeholders and the organization's strategy.

3. Balance costs, value, and risk by considering total cost of ownership, strategic alignment, and the risks of both investing and doing nothing.

4. Document and communicate the business case, starting with a problem statement and using storytelling techniques to explain the importance of the recommended technology. Tailor the message to the audience, avoiding technical jargon.

Step-by-Step Instructions: Creating a Solid Business Case for Enterprise Tech Purchase Step 1: Align with stakeholder and organizational priorities 1.1. Gather input: Engage representatives from the buying team, budget owners, and the broader organization to understand their needs and goals. Seek feedback from those who will be directly or indirectly affected by the technology purchase. 1.2. Verify alignment: Ensure that the proposed technology aligns with and advances mission-critical priorities and values of the organization. Consider how it can achieve expected outcomes. 1.3. Include IT perspective: If the core buying team does not include IT members, involve them to capture their perspective and expertise. IT's input is crucial for compatibility and integration with existing infrastructure. Step 2: Measure projected outcomes in business terms 2.1. Identify relevant metrics: Consult with stakeholders to determine the metrics that matter most to them. These might include financial indicators, operational efficiency, customer satisfaction, or other key performance indicators aligned with the organization's strategy. 2.2. Define a timeframe: Set a specific timeframe within which the projected outcomes will be measured. This helps demonstrate the impact and value of the proposed investment. 2.3. Establish monitoring mechanisms: Consider using enterprise or IT dashboards to track and report on the identified metrics. Clear, business-driven metrics are particularly important for gaining support for innovative or emerging technology investments. Step 3: Balance costs, value, and risk 3.1. Look beyond initial costs: Consider the total cost of ownership (TCO) by accounting for downstream implications, support requirements, management, maintenance, and end-user training costs. This holistic approach provides a more accurate representation of the investment's value. 3.2. Emphasize strategic alignment: Highlight how the technology aligns with the organization's strategic values and contributes to long-term goals. 3.3. Assess risks comprehensively: Evaluate not only the risks associated with investing in the proposed solution but also the competitive costs and risks of doing nothing. Address potential challenges and demonstrate how the proposed technology mitigates risks effectively. Step 4: Document and communicate your business case 4.1. Start with a problem statement: Clearly articulate the problem or need that the recommended software or technology aims to address. Explain why it is critical to the organization's success. 4.2. Utilize storytelling techniques: Craft a compelling narrative that demonstrates how the proposed solution optimizes activities and impacts key performance indicators and outcomes. Make it relatable and understandable to your audience. 4.3. Tailor the message: Use language and terminology that resonate with your stakeholders, avoiding excessive technical jargon. Focus on the benefits and outcomes that matter to them. 4.4. Address implementation factors: Acknowledge the role of people and processes in ensuring successful implementation. Highlight how the proposed technology supports and enhances existing workflows. By following these step-by-step instructions, you should be in a stronger position to create a comprehensive and persuasive business case for an enterprise tech purchase that effectively justifies the investment and secures funding and stakeholder support.

Go get it done!

Matt Slonaker Founder & CEO of M. Allen (M) 972.740.4300 (E) (W)

Ps: More details about our firm below:

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