Defining Your Company's ROI Story and the ROI Story of Your Customer with Palmer Houchins of G2

Palmer Houchins is the Head of Marketing at G2, the largest and most trusted software marketplace. There’s a lot of competition in the B2B software space, so it’s essential to clearly frame and define your ROI story for your customers, both qualitatively and quantitatively. To do this, you need to truly understand who your ideal customer is and their goals. Palmer suggests creating an ROI calculator andobtaining social proof. Define the ROI story. Align internally. Then, go tell it externally.1:01 Introducing3:45 Software-buying behavior5:25 Timeline7:45 Internal collaboration9:42 Committee approach11:15 Qualitative & quantitative14:00 Internal & external approach15:50 Social proof17:54 Feedback19:15 Specific examples24:16 Outro Get access to the largest collection of B2B marketing and sales resources: Join The JuiceSign up for Modern Day Marketer (the newsletter)Follow Palmer: | LinkedIn | G2Follow The Juice:| Website | Blog | Twitter | LinkedInFollow Brett:| Twitter | LinkedIn