Are you considering upgrading your current ticketing technology? Selling the idea to key decision-makers can be challenging. Here are some key points you should address any questions you’ll need to answer to demonstrate the value of investing in upgraded ticketing software.
Focus on Results
The key to selling decision-makers on new ticketing software is to show the primary financial return on investment (ROI). Show how the ROI will outweigh the purchase costs and resources required to bring the new system online. Highlight the positive impact it will have in streamlining processes, cutting costs and assisting in revenue growth.
Can the new ticketing system be used as a CRM or a prospecting tool? Will you be able to see purchasing data, such as ticket usage or buying patterns? Can you report on key habits to better understand your customers and target specific buyers?
With the increased industry focus on big data, highlight how the new ticketing software will offer a more global view of your customer and products, going beyond being just a placeholder or simple “order-taking” system. Showcase any available reporting mechanisms and focus on how the new system will allow you to get that key information. Explain how the new system will enable the club to better target products to key prospects, and identify new clients for other subscription- or revenue-related opportunities.
Implementation and Compatability
How secure is your new system to implement? If this is a massive project that could take a year or longer to perform, you’ll need to consider how many person-hours and staff will be required to bring this project to fruition. Additionally, ask yourself if there are there secondary investments that will have to made into additional servers, computing power or upgraded security.
Hidden extra costs can limit the overall ROI and make the initial investment unappealing to the key decision-makers. Make sure you grasp the full cost of upgrading inside and out, including an installation of equipment, to prevent any potential financial excesses.
Determine if the new system is compatible with other software already in use, as your decision makers will place the high value on systems that are dynamic and conversive. If you can show how the new system ties into marketing programs and makes purchases and data collection seamless, the investment value will be increased.
Upgrading to new, more intensive technology may have practical applications, but ultimately it needs to be easy for the end user. A complicated interface can create more extended processes, slow down productivity and be vulnerable to more human error, ultimately harming the data and limiting its value. Preparing a demo will provide a direct, interactive understanding of the new system.
Managers and executives should make sure that data and reports are easy to decipher. Data should not be so complicated as to require another stakeholder be present to translate and communicate this data. Inscrutable data can limit the perceived value of the investment to key decision-makers.
Ultimately, you should always be aware of your audience; you may see the value that they may not. Explain their potential investment in terms they understand and by using examples that relate to their interests.