How Enterprise Software Vendors Use ROI Calculators to Close Deals

B2B SaaS Talks with Fexingo · 2026-05-30 · 13 min

Episode notes

In this episode of B2B SaaS Talks, Lucas and Luna explore how ROI calculators have become a critical tool for enterprise software vendors trying to shorten sales cycles and justify premium pricing. Lucas breaks down the specific methodology behind effective calculators, using the example of a $500,000 contract that required proving $1.4 million in savings over three years. Luna challenges whether these calculators are credible with procurement teams, leading to a discussion on third-party validation and the role of value engineering. The episode also touches on how Salesforce and Workday have embedded ROI tools into their sales playbooks. If you're selling enterprise software or buying it, this episode explains why the numbers on the spreadsheet matter as much as the product demo. #ROICalculator #EnterpriseSales #ValueEngineering #SalesPlaybook #Procurement #Salesforce #Workday #B2BSaaS #SaaS #SalesCycles #SoftwareVendors #BusinessTechnology #Business #Technology #FexingoBusiness #BusinessPodcast #SalesStrategy #RevenueGrowth Keep every episode free: buymeacoffee.com/fexingo

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