A claim in a sales presentation: "we will save you $10m over 5 years". A nice statement, but it does not have instant credibility. How can you make it credible?
- The best option: show real case studies of other customers where you managed to pull it off. Not every company has this data ready though (especially startups).
- The second best option: show the logic of you how you got to the number with a simple and transparent multiplication of a few numbers. "We save 10 minutes per procedure, we estimate you do [x] procedures, therefore we get to this cost saving." You shift the debate from arguing about the absolute number, to how your product adds value.