It always amazed me that vendors would come out with ridiculously high ROI claims.
The reason companies don’t go on an IT investment binge when they see 100+% ROI business cases is that their leaders explicitly or intuitively understand these points. In fact, I think these huge ROI figures are actually counterproductive; they lead to a response of ‘Give me a break.’ Framing IT business cases in terms of costs required to acquire capabilities might lead more often to a much better response: ’Give me some technology.’
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