It's now 2003, and there continues to be considerable fanfare about ROI. Much of it revolves around getting technology vendors to pay more attention to stating their value proposition more clearly... and in fact, quantifying it, states a Gantry Group Newsletter from January 20, 2003. This is one giant step in the right direction. After years of hype and frivolous buzz marketing, massive marketing program realignment in the technology sector is definitely in order. A refreshingly simple market premise is now prevailing: Tell customers and prospects exactly how, and by how much, you can positively impact their businesses.

But how are enterprises coping with all this carefully crafted statistical ROI data from vendors? How do the buyers of this technology, assess this performance metric data? How do enterprises assess the payback of their current technology acquisitions? And how do enterprises apply ROI to make prudent future technology purchases?

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