Pravda Media Group papers

4 | The Total Economic Impact™ Of SalesLoft TEI Framework And Methodology From the information provided in the interviews, Forrester has constructed a Total Economic Impact™ (TEI) framework for those organizations considering implementing SalesLoft. The objective of the framework is to identify the cost, benefit, flexibility, and risk factors that affect the investment decision. Forrester took a multistep approach to evaluate the impact that SalesLoft can have on an organization: DUE DILIGENCE Interviewed SalesLoft stakeholders and Forrester analysts to gather data relative to SalesLoft. CUSTOMER INTERVIEWS Interviewed five organizations using SalesLoft to obtain data with respect to costs, benefits, and risks. COMPOSITE ORGANIZATION Designed a composite organization based on characteristics of the interviewed organizations. FINANCIAL MODEL FRAMEWORK Constructed a financial model representative of the interviews using the TEI methodology and risk-adjusted the financial model based on issues and concerns of the interviewed organizations. CASE STUDY Employed four fundamental elements of TEI in modeling SalesLoft SalesLoft's impact: benefits, costs, flexibility, and risks. Given the increasing sophistication that enterprises have regarding ROI analyses related to IT investments, Forrester's TEI methodology serves to provide a complete picture of the total economic impact of purchase decisions. Please see Appendix A for additional information on the TEI methodology. The TEI methodology helps companies demonstrate, justify, and realize the tangible value of IT initiatives to both senior management and other key business stakeholders. DISCLOSURES Readers should be aware of the following: This study is commissioned by SalesLoft and delivered by Forrester Consulting. It is not meant to be used as a competitive analysis. Forrester makes no assumptions as to the potential ROI that other organizations will receive. Forrester strongly advises that readers use their own estimates within the framework provided in the report to determine the appropriateness of an investment in SalesLoft. SalesLoft reviewed and provided feedback to Forrester, but Forrester maintains editorial control over the study and its findings and does not accept changes to the study that contradict Forrester's findings or obscure the meaning of the study. SalesLoft provided the customer names for the interviews but did not participate in the interviews.

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