Seven-Step Checklist for Business Case Creation

This document is a checklist designed to assist executives in creating a business case for Introhive’s Customer Intelligence Platform. It outlines the necessity for B2B organizations to adapt to changes in buyer behavior accelerated by digital transformation and the pandemic. The text details how organizations struggle with maintaining accurate customer relationship data, which impacts productivity and the effective use of CRM systems. The checklist presents seven steps that executives should consider when justifying investment in customer intelligence. Additionally, it summarizes findings from Forrester’s Total Economic Impact™ study, which quantifies the benefits of adopting the platform, including net income from new business wins, cross-selling opportunities, and productivity improvements for both revenue-generating and non-revenue-generating professionals. The methodology of the study is also briefly described, highlighting the interviews conducted with representatives experienced in using the platform.