ROI Tools and Methodology Help Siemens Demonstrate Benefits of Unified Communications Solutions
Dublin, Ohio, July 24, 2008. After engaging with Glomark-Governan in 2001 to implement the practice of presenting IT Value to its prospective customers, Siemens Communications, Inc. has chosen to renew its contract with Glomark-Governan to leverage its solution to help demonstrate the value of Siemens’ unified communications products and services to customers.
“Siemens’ desire to re-license Genius® software demonstrates their continued confidence in our products and EVC™ Methodology,” said Todd Whittier, U.S. Regional Director of Glomark-Governan. “Their commitment to the collaborative development of a Business Case with their clients has been leveraged as a competitive differentiator. They rise above the typical “just another vendor” role, and are viewed as true business partners by their clients,” said Whittier.
Siemens has adopted the practice of Glomark-Governan’s EVC Methodology and the usage of the Glomark-Governan Genius tools to highlight the tangible and intangible benefits and value of unified communications to prospective and current customers. With these tools, Siemens’ sales force can build a business case for customers, which quantifies the total cost of ownership and the return on investment of Siemens’ unified communications solutions.
“Using the Business Case Builder (BCB), which is how we have branded the Glomark-Governan ROI tool, has given our sales force a distinct methodology and a unique customer deliverable to help articulate the value of Siemens’ unified communications solutions,” said Alina Urdaneta, Vice President of Marketing, North America, for Siemens Communications, Inc. “This has helped us show customers that Siemens can deliver significant efficiencies and cost savings through the deployment of software-based VoIP, for example. With the BCB, Siemens’ sellers can quantify improved productivity realized through solutions like presence and collaboration applications, high definition video, one-number service and mobility tools. More importantly, the BCB is a vehicle for Siemens’ sellers to better understand their customers’ business objectives, and build intimacy and loyalty among their customer base.”
Glomark-Governan helps enterprises around the world by providing them with the methodology, training, consulting, benchmarking research, and software tools necessary to assess, communicate and measure the economic value of investments in technology and services initiatives. Glomark-Governan has enhanced and refined its Economic Value Creation (EVC™) Methodology for more than a decade, bringing to market a proven, complete solution that allows companies to justify their solutions’ value, define operational and performance metrics, assess economic risk, and quickly create project-specific business cases.
For more information, please visit www.glomark-governan.com or contact the Glomark-Governan headquarters in Dublin, Ohio, USA, at 614-761-2400.