The internet is awash with sellers asking you to believe vendor ROI figures.
You know this very well if you are currently shopping for costly assets. Vendors know that ROI and TCO are central in purchase decisions for large IT systems, vehicles, production machines, and lab equipment.
Should You Believe Vendor ROI and TCO Predictions?
Vendor-produced ROI figures are also center-stage when sellers predict customer ROI and TCO figures along with the sales proposal. Many vendors seem to believe that sale closing will follow faster when they show customers the attractive ROI and TCO results they can expect.
Customers, of course, should immediately ask:
- Are the vendor ROI figures trustworthy?
- Are the vendor TCO figures really comprehensive?
- Will we really see these results?