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

<p class="">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 and</p><p class="">obtaining social proof. Define the ROI story. Align internally. Then, go tell it externally.</p><p class=""><br></p><p class="">1:01 Introducing</p><p class="">3:45 Software-buying behavior</p><p class="">5:25 Timeline</p><p class="">7:45 Internal collaboration</p><p class="">9:42 Committee approach</p><p class="">11:15 Qualitative &amp; quantitative</p><p class="">14:00 Internal &amp; external approach</p><p class="">15:50 Social proof</p><p class="">17:54 Feedback</p><p class="">19:15 Specific examples</p><p class="">24:16 Outro </p><p><br></p><p><span style="color: rgb(55, 65, 81);" class="">Get access to the largest collection of B2B marketing and sales resources:&nbsp;</span><a href="https://app.thejuicehq.com/registration/new?utm_source=thejuice&amp;utm_medium=mdm" target="_blank" style="color: rgb(55, 65, 81);">Join The Juice</a></p><p><a href="https://www.thejuicehq.com/modern-day-marketer" target="_blank">Sign up for Modern Day Marketer</a><span style="color: rgb(55, 65, 81);">&nbsp;(the newsletter)</span></p><p><br></p><p class=""><span style="color: rgb(55, 65, 81);" class="">Follow Palmer: |&nbsp;</span><a href="https://www.linkedin.com/in/palmerhouchins/" target="_blank" style="color: rgb(55, 65, 81);">LinkedIn</a><span style="color: rgb(55, 65, 81);" class="">&nbsp;| </span><a href="https://www.g2.com/" target="_blank" style="color: rgb(55, 65, 81);">G2</a></p><p><span style="color: rgb(55, 65, 81);">Follow The Juice:|&nbsp;</span><a href="https://www.meetfathom.com/" target="_blank" style="color: rgb(55, 65, 81);">Website&nbsp;</a><span style="color: rgb(55, 65, 81);">|&nb