{"id":62849,"date":"2023-09-15T14:14:37","date_gmt":"2023-09-15T20:14:37","guid":{"rendered":"https:\/\/www.vendavo.com\/?p=62849"},"modified":"2025-11-20T10:41:39","modified_gmt":"2025-11-20T17:41:39","slug":"value-of-your-software-investment","status":"publish","type":"post","link":"https:\/\/www.vendavo.com\/pricing\/value-of-your-software-investment\/","title":{"rendered":"A Dual Approach to Determining the Value of Software on Your Sales and Revenue\u00a0\u00a0"},"content":{"rendered":"\n<p class=\"has-medium-font-size\"><em>Confident decision-making relies on data-backed insights and accurate performance measurement. In this article by Vendavo\u2019s Director of Value Acceleration, Darius Fekete, discover a dual approach to verification: Vendavo\u2019s value formula and the margin bridge.<\/em>&nbsp;<\/p>\n\n\n\n<p>Business decisions aren\u2019t just choices. They\u2019re the lifeblood that shapes a company\u2019s future and the livelihoods of the people who work within them. That\u2019s why we need to make informed, calculated, and verified decisions in business, because each decision carries the potential to impact your bottom line. If you\u2019re leveraging pricing, selling, and commercial excellence software that\u2019s designed to boost revenue and sales, you need verifiable information to help you make these critical decisions.&nbsp;&nbsp;&nbsp;<\/p>\n\n\n\n<p>At Vendavo, we have a <a href=\"https:\/\/www.vendavo.com\/commentary-analysis\/introduction-to-value-realization\/\" target=\"_blank\" rel=\"noreferrer noopener\">dedicated program and team to help you realize value<\/a>. Plus, we have an established measurement formula that can help you measure the value our software has on your business. Let\u2019s unpack the formula and the concept of creating a margin bridge to track commercial performance.&nbsp;&nbsp;&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"A_Formula_for_Measuring_Impact_of_Pricing_and_Commercial_Excellence_Software\"><\/span>A Formula for Measuring Impact of Pricing and Commercial Excellence Software&nbsp;<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Our formula (Revenue X Scope % X Adoption % X Lift %) quantitatively measures the additional revenue attributable to the software. It&#8217;s a calculated approach that quantifies the assumed benefit.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"203\" src=\"https:\/\/www.vendavo.com\/wp-content\/uploads\/2023\/09\/ScreenMeasuring-the-Impact-of-Pricing-and-Commercial-Excellence-Software@4x-1024x203.png\" alt=\"\" class=\"wp-image-62850\" srcset=\"https:\/\/www.vendavo.com\/wp-content\/uploads\/2023\/09\/ScreenMeasuring-the-Impact-of-Pricing-and-Commercial-Excellence-Software@4x-1024x203.png 1024w, https:\/\/www.vendavo.com\/wp-content\/uploads\/2023\/09\/ScreenMeasuring-the-Impact-of-Pricing-and-Commercial-Excellence-Software@4x-300x59.png 300w, https:\/\/www.vendavo.com\/wp-content\/uploads\/2023\/09\/ScreenMeasuring-the-Impact-of-Pricing-and-Commercial-Excellence-Software@4x-768x152.png 768w, https:\/\/www.vendavo.com\/wp-content\/uploads\/2023\/09\/ScreenMeasuring-the-Impact-of-Pricing-and-Commercial-Excellence-Software@4x-1536x304.png 1536w, https:\/\/www.vendavo.com\/wp-content\/uploads\/2023\/09\/ScreenMeasuring-the-Impact-of-Pricing-and-Commercial-Excellence-Software@4x-2048x405.png 2048w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Total Revenue<\/strong>: This represents the total income from sales, the starting point of our calculation.&nbsp;<\/li>\n\n\n\n<li><strong>Scope %<\/strong>: This is the portion of the business impacted by the software. For instance, the scope might be 50% if applied to one product line.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Adoption %<\/strong>: This tells us how much the software is utilized within that defined scope. Full Adoption would mean 100%.&nbsp;<\/li>\n\n\n\n<li><strong>Lift %<\/strong>: This is the increase in revenue directly attributable to the software. For example, this year&#8217;s planned price increase program could aim to achieve a 7% lift.&nbsp;<\/li>\n<\/ul>\n\n\n\n<p>&nbsp;For a $500m business, this would result in a $17.5m benefit ($500m X 50% scope X 100% adoption X 7% lift).&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"How_to_use_a_Margin_Bridge_as_a_Second_Layer_of_Verification\"><\/span>How to use a Margin Bridge as a Second Layer of Verification&nbsp;<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>A margin bridge is another valuable tool that provides insight into commercial performance. It breaks down the changes in margin between periods, allowing for the analysis of various factors such as volume, price, mix, and cost.&nbsp;&nbsp;<\/p>\n\n\n\n<p>We can&nbsp;identify which impact we are influencing with our technological capabilities. For example, a solution to <a href=\"https:\/\/www.vendavo.com\/glossary\/what-is-discount-management\/\">manage discounts<\/a> will reflect the discount impact, while a rebate management solution will drive better results on accrued vs paid rebates. Defining which commercial decisions we need to track is critical when we set up our margin bridge. Technology supports capabilities in decision-making, execution, and tracking -, thus influencing profitability.\u202f&nbsp;<\/p>\n\n\n\n<p>By comparing the margin bridge analysis with our <a href=\"https:\/\/www.vendavo.com\/pricing\/value-acceleration-software-scaling-efficiency\/\" target=\"_blank\" rel=\"noreferrer noopener\">measurement formula<\/a>, we can cross-verify our business decision&#8217;s impact on revenue and sales.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"A_Dual_Approach_to_Interpreting_Discrepancies\"><\/span>A Dual Approach to Interpreting Discrepancies&nbsp;<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>But what if there&#8217;s a discrepancy between the formula and the margin bridge analysis? This is the part where things get interesting.&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Understanding the Gap<\/strong>: Remember, there could be factors outside the software&#8217;s influence impacting revenue like market changes, competitive dynamics, or internal operational variations. For example, there could be a slower update on pricing changes in the market. In our experience, this often helps to validate the Adoption %. While we increased prices, customer invoices do not reflect them in full.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Informed Decision Making<\/strong>: You get a holistic view by interpreting the formula and margin bridge. The dual approach offers more profound insights and aids in making more strategic decisions. Verifying actual price realization indicates areas which require executive-level support. Is there an area that needs to catch up with rollouts? Or perhaps we need more resources to address change management?&nbsp;<\/li>\n<\/ul>\n\n\n\n<p>Ultimately, discrepancies will highlight business areas in need of attention. They will help explain how we used the software and the actual results.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Why_Both_Approaches_Matter\"><\/span>Why Both Approaches Matter<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>The measurement formula and the margin bridge are like having two sets of eyes examining your commercial performance. Each provides unique insights, offering a robust understanding of your <a href=\"https:\/\/www.vendavo.com\/all\/guide-to-revenue-growth-margin-growth\/\">revenue growth dynamics<\/a>.\u00a0\u00a0<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Comprehensive Insight<\/strong>: While the formula gives a focused view of the software&#8217;s impact, the margin bridge offers a broader perspective on the overall commercial performance.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Accuracy and Confidence<\/strong>: Cross-verification ensures that the realised benefits accurately link to your strategic decisions supported by the software.&nbsp;<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"The_Path_to_Verified_Success\"><\/span>The Path to Verified Success&nbsp;<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p>Increasing revenue and sales through pricing and commercial excellence software is not just about implementation but verification, understanding, and strategic alignment. By employing both the formula and margin bridge, you foster a culture of continuous verification and learning.&nbsp;<\/p>\n\n\n\n<p>At Vendavo, Value Realization is not only about uncovering the path to success but also ensuring that every step is verified, understood, and <a href=\"https:\/\/www.vendavo.com\/pricing\/improve-stakeholder-experience-facilitate-adoption\/\" target=\"_blank\" rel=\"noreferrer noopener\">value-driven<\/a>.&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Confident decision-making relies on data-backed insights and accurate performance measurement. In this article by Vendavo\u2019s Director of Value Acceleration, Darius Fekete, discover a dual approach to verification: Vendavo\u2019s value formula and the margin bridge.\u00a0<\/p>\n","protected":false},"author":24,"featured_media":62852,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_kad_blocks_custom_css":"","_kad_blocks_head_custom_js":"","_kad_blocks_body_custom_js":"","_kad_blocks_footer_custom_js":"","_kadence_starter_templates_imported_post":false,"_kad_post_transparent":"","_kad_post_title":"","_kad_post_layout":"","_kad_post_sidebar_id":"","_kad_post_content_style":"","_kad_post_vertical_padding":"","_kad_post_feature":"","_kad_post_feature_position":"","_kad_post_header":false,"_kad_post_footer":false,"footnotes":""},"categories":[1240],"tags":[1514],"class_list":["post-62849","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-pricing","tag-value-acceleration"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to Calculate the Value of Your Software Investment | Vendavo<\/title>\n<meta name=\"description\" content=\"Verify the value of your software investment with a value formula and margin bridge.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.vendavo.com\/pricing\/value-of-your-software-investment\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"A Dual Approach to Determining the Value of Software on Your Sales and Revenue\u00a0\u00a0\" \/>\n<meta property=\"og:description\" content=\"Verify the value of your software investment with a value formula and margin bridge. 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