Robert Kugel's Analyst Perspectives

Building a Better Business Case for Buying Software

Posted by Robert Kugel on Feb 27, 2014 8:59:18 AM

When it comes to making a business case for software investments, many people fail to recognize that the case itself is just one part of what amounts to an internal sales and marketing effort that they must perform well to be successful. Focusing only on the numbers and assumptions in a spreadsheet is not enough. Making a successful business case requires an understanding of the audience’s perspective and motivations. Since the individuals who will review the business case may not be sufficiently aware of the issues that are behind it and their seriousness, it may be necessary to begin an awareness-building program before presenting the business case. And because the benefits of software investments can be difficult to quantify, executive sponsors are useful in achieving acceptance of these calculations. Unfortunately, many business cases founder because proponents do not realize the importance of taking a sales and marketing approach.

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Topics: Planning, ERP, Operational Performance Management (OPM), Research, budgeting and planning, ROI, Analytics, Business Performance Management (BPM), CFO, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), business plan, capital spending, Financial Performance Management, FPM, investment, SCM, Software

Managing Mountains of Cash Is Harder than It Sounds

Posted by Robert Kugel on Nov 7, 2011 6:56:47 AM

At first thought, it seems as if having a mountain of cash to manage is a problem most companies would like to have, but it’s a real problem nevertheless. To be sure, the large majority of companies are able to deal with their cash and short-term and longer-term monetary investments because the amounts are small enough to be manageable. Indeed, many companies, especially smaller ones, face the opposite problem and spend more time focused on their uncertain funding requirements. Still, over the past decade highly profitable companies have been generating more cash than they need to fund expanding operations and capital spending requirements (Apple and Oracle are two examples), and now they have to manage it. Larger companies may have portfolios in the tens of millions to billions of dollars in multiple currencies in multiple jurisdictions, so there’s a lot at stake.

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Topics: Performance Management, credit, maturities, Tax, Business Analytics, Business Performance Management (BPM), Financial Performance Management (FPM), Risk, cash management, GAAP, investment, treasury