Matrix Marketing Group Rolls Out New Sales Tools to Help CAD and PLM Vendors


George Schildge
Matrix Marketing Group, Inc.
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Matrix Marketing Group Rolls Out New Sales Tools to Help CAD and PLM Vendors Sell Using ROI

New TCO and ROI Tools Deliver Cost Justification Value During Tough Economic Times

FORT COLLINS and DENVER, Colo. — April 8, 2003 — Matrix Marketing Group announced today that it has introduced a new set of Return on Investment (ROI) Sales Tools designed to provide small and mid-sized businesses with evidence of the time and cost savings a product and service should be expected to provide.

The Information Technology (IT) spending downturn has left many vendors scrambling for ways to justify expenditures on new technology solutions and upgrades, creating the opportunity for solutions that clearly demonstrate an ROI. Virtually every purchase decision and investment requires a ROI-based business justification. With so many vendors and products competing for a limited number of investment dollars, not only must the underlying ROI analysis be credible and compelling, but the process of working with customers to build the business case must also be streamlined and coordinated.

“With the slowdown in the economy, business management is much more cautious when making purchasing decisions,” said George Schildge, president at Matrix Marketing Group. “They are increasingly demanding that product and service providers demonstrate the economic worth of their offerings, and many vendors have responded by equipping their sales and account teams with customer case studies, ROI calculators and Total Cost of Ownership (TCO) models, as they are generally known.”

Schildge continued, “While the numbers may look great, it's important to determine exactly how the vendor arrived at them. In too many cases vendors use generalities, averages and best guesses, and then present those numbers as reliable data.”

Matrix Marketing Group ROI Sales Tools are designed specifically to help small and mid-sized companies and customers support their purchase justification.

The tools help clients streamline the ROI case-building process and the following functionality is built into the models:

- Configurability: The ability to configure the ROI analysis for specific customers and customer segments.

- ROI Summary Reporting: The ability to generate detailed and customized ROI reports for each customer “on the fly.”

- Integration With Other Sales and Marketing Tools: The ability to tightly integrate with existing sales and marketing tools such as proposals templates, and pricing configurators.

- Incorporation of Benchmark Data: The ability to populate the ROI calculator with pre-defined, benchmark data as default values.

The sales tools can be combined with ROI white papers, researched by Matrix Marketing Group to document the ROI and demonstrate case studies; ROI Seminars, which help communicate the value proposition and ROI messages to prospects; and ROI Sales Training to improve the effectiveness of sales professionals in using ROI and the sales tools. A completely customized ROI selling program can be completed in as little as four weeks.

Schildge adds, “Most vendors, in compiling an ROI case, collect surveys and interviews from current customers, but what they're getting with this type of approach are estimates. What you're looking for is more objective research, something to signal that the analysis is just more than awareness, impression and estimates.”

For more information on the ROI Sales Tools and pricing please visit

About Matrix Marketing Group

Matrix Marketing Group, Inc., a marketing consulting firm serving small and mid-sized business-to-business companies in the high technology, business services, and manufacturing industries, delivers strategic and tactical marketing planning and implementation, interim functional marketing management, and marketing communications services that increase company and customer value. The company specializes in marketing that covers strategic issues, tactical execution, and organizational choices. Our mission is to help clients achieve profitable growth.

The company can be reached at 970-224-9708, Email Contact, or at

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