Managed Objects (now part of OpenText) was an early leader in the Business Service Management (BSM) market, providing solutions that monitor, manage, and report on technology performance and its impact on business services. While the technology was strong, the team needed a more compelling way to communicate business impact to executive buyers. Sales conversations were often technical, making it difficult to secure senior-level buy-in and approvals.
“The Hobson ROI model has been instrumental in moving multiple deals through approval and helping us expand existing accounts. One client even volunteered to co-host an ROI webinar after seeing the clear value our solution delivers.”
The ROI framework equipped sales teams with a credible, executive-ready business case that helped move deals through approval faster while enabling more strategic value conversations with existing customers—ultimately supporting account expansion and upsell initiatives.
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