It is easy to get caught up in the technicalities of your transformation, but are you truly realising the value of your investments? In the APAC region, “Value Realisation” - the process of transforming investments, strategies, and innovations into tangible outcomes for organisations, were often not prioritised.
At DT-Systems, we’ve noticed a growing shift in mindset in our APAC customers, demanding the need to realise value which is why we’ve distilled our expertise into these 3 essential tips to help you maximise your ROI.
Tip #1: Talk Outcomes, Not Features
It is tempting to demonstrate all the bells and whistles of your product; however, users often resonate more with tangible outcomes. Instead of, “You’ve created 10 automated workflows”, try “Your team has saved 300 hours a month through automation, saving you $180,000 in productivity annually.” The shift from features to outcome makes the value much clearer and more compelling.
Why it matters: Outcomes provide context and demonstrate to users the impact your solution can bring, making it easier for them to appreciate the value.
Tip #2: Align Success Metrics with Business Goals
Whether it’s revenue growth, cost savings or forecast accuracy, every department has its KPIs and goals. Your project’s success metrics must be tied to these business objectives to demonstrate ROI. Instead of stating a 30% improvement in spend control, say “By implementing [solution x], we’ve increased procurement’s spend control by 30% and potentially a cost savings of $40 million”
Why it matters: By aligning with business goals, project sponsors will have an easier time justifying investment and demonstrating the project’s contribution to the organisation’s overall success.
*Bonus Tip! Track and measure your success metrics throughout your project lifecycle, don’t wait until the end of the project! This enables proactive adjustments and prioritisation, as well as building the project sponsor’s confidence in UAT success
Tip #3: Increase Awareness: Drive Adoption through strategic initiatives
Even the best solution fails without proper awareness and adoption. You can amplify impact by:
Demonstrating value through case studies
Initiatives such as case studies and lessons learnt, whether internal or external, draw attention to the problem your solution is solving to a larger group; giving you a stage to showcase the value you are bringing. This also gives rise to other parties finding value and exploring your solution, driving potential expansion. We have seen time and time again that this is an effective way to drive buy-in and adoption.
Boost awareness and visibility through strategic initiatives
Whether speaking at key industry events or seeking recognition through internal and industry awards, increasing the profile of both the sponsor and the solution generates excitement and drives adoption. Internal corporate awards, in particular, serve as powerful motivators for client project teams.
Why it matters: Improved awareness and recognition motivate teams, leading to higher adoption and accelerated ROI.
The Bottom Line: It’s All About the Customer
At the end of the day, value realisation is about focusing on its impact on your customers. By shifting their perspective to “that's what it can do for me,” we can drive meaningful results and build strong partnerships.
At DT Systems, we are here to advise our clients and help them achieve their transformation goals. Stay tuned for more in our next “Delivering Transformation” series!
Amy Xu and David Chan contributed to this article. Amy has been a CoE domain expert her entire career, managing COE for one of the largest technology firms in the world. David is a seasoned management consultant with over a decade of experience in SaaS. They were both customer success colleagues in a leading American SaaS enterprise, focusing on APAC’s largest accounts during its hypergrowth years.
Mar 10
3 min read
