Elevating Your Business Case for Today’s Digital World
Elevating Your Business Case for Today’s Digital World
Course Recap
The Digital Era is killing traditional business cases, thus sales wins and delivery successes. Today’s decision-influencers are different. They expect new, surprising value insights, and clearer, more convincing value explanations. This course enables you to quickly assess your current business case approach versus these new buyer demands, and then identify ways to fix what’s broken.
Course Description
Today’s Digital Era is driving the most far-reaching business changes of the past 200 years. Traditional business models are being demolished daily. New technology investment options, such as cloud, big data, mobility and social media, are upending investment decision-making practices. Today – no proposed technology solution is untouched. Thus, no business case is unaffected. This course enables participants to obtain a quick, realistic, unbiased view of their own business case approach, quickly assess shortcomings, and identify vital fixes. Course sessions highlight many of the latest best practice insights from the VSR Council’s most recent 1000+ in-depth interactions with technology industry sales, marketing and value practitioner leaders, plus industry advisors and academic researchers, many of whom recently attended the world’s first Value Summit in Dallas, sponsored by the VSR Council.
What You’ll Learn
1. Which capabilities of business cases are most vital in today’s Digital Era?
2. Which aspects of your current business case approach could be debilitating, related to:
a. Value drivers that might not be clear
b. Value drivers that might have been overlooked
c. Value explanations that might be murky
d. Value discovery approaches that might have flaws
3. How to uncover subtle root causes of identified shortcomings
4. Ways to prioritize the repair of current weak areas5. Which business case improvements are the most time sensitive
Course Structure
Four weekly, 90 minute, instructor-led live, interactive web sessions, plus between class discussion groups and exercises.
Course Topics
Session 1: How the Digital Era has obsoleted traditional business cases, and why
• What’s new about value in our Digital Era, and how have buyers changed?
• Top Ten typical shortcomings of traditional business cases regarding value depth, value believability and value relevance.
• Weekly Exercise: Recap the key characteristics of your business case approach and identify possible strengths and weaknesses
Session 2: Business Case Assessment, Part A
• The approach for quickly and accurately assessing your business case capabilities
• Discussion of participant’s current business case approaches
• Explanation of Part-A assessment factors: positioning, duration, depth, structure, and data
• Weekly Exercise: Assess and score your business case approach for Part-A factors
Session 3: Business Case Assessment, Part B
• Discussion of participant’s finding from review of Set-A factors
• Explanation of Part-B assessment factors: analysis, rationale, communication and tracking
• Weekly Exercise: Assess and score your business case approach for Part-B factors
Session 4: Strategies for Business Case Upgrading
• Discussion of participant’s findings from review of Part-B factors
• Guidelines for prioritizing business case capability upgrades
• Resources for business case strengthening
Upon Completing This Course, Attendees will have:
- Will possess a scorecard of their existing business case strengths and improvement areas
- Can articulate the importance of making selected business case upgrades with team members and superiors
- Can enhance their personal reputation for value management innovation
Course Attendees will Receive:
- Stimulating interaction with course instructor and attendees
- Soft copy of key course materials, including checklists, presentations and examples
- List of additional reference material
- (Optional) Individual coaching for post-course work
Upon Completion, Attendees Will:
- Possess a scorecard of their existing business case strengths and improvement areas
- Articulate the importance of making selected business case upgrades with team members and superiors
- Enhance their personal reputation for value management innovation
Attendees Will Receive:
- Stimulating interaction with course instructor and attendees
- Soft copy of key course materials, including checklists, presentations and examples
- List of additional reference material
- (Optional) Individual coaching for post-course work
Register now. Classes are limited. For more information on this and other “QuikLearn” courses, contact: jack.keen@vsrcouncil.org
About the Value Academy
• The Value Academy is a training platform
• Uniquely empowering business and IT professionals
• Designed for value practitioners, salespersons, product marketers, and their leaders
• Academy courses are delivered by top instructors in their field.
Who should take this course?
- Business Value Managers and Consultants
- Sales Teams & Sales Enablement Managers
- Product Marketing
- Corporate Marketers
- CxOs / Business Unit Leaders / Program Sponsors
- Start-Ups
- Customer Success and Account Managers
- Change Management Leaders
- Portfolio and Program Managers
- Process Consultants
- IT Leaders
- Investors
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Course Price: $199.00
Course Instructors
