ROI views and their degree of influence on HCM deals
In deals involving technology for human capital management (HCM), vendors must understand whose view of return on investment (ROI) matters most versus least. Whereas the chief financial officer’s (CFO) view of a solution’s ROI is intuitive and raw, other stakeholders with more influence may clamor around concepts such as employee engagement or retention – whose connection to ROI is less direct. Vendors win new business when they communicate a value proposition that speaks to all stakeholders’ views of a new HCM technology’s potential ROI.
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