The Cross-Departmental Value Equation: From Tool to Platform

The difference between vulnerable tools and embedded platforms comes down to how you frame value.

Traditional Approach: Sell to Departments

“Marketing tool.” “Sales tool.” “Finance tool.”

• Individual team value: Help Marketing do marketing better
• Single budget owner: One champion, one line item
• Siloed ROI: “Save Marketing 10 hours/week”

Outcome: Vulnerable to budget cuts and champion turnover

Goldilocks Approach: Sell to Organizations

“The platform that makes departments work better—together and separately.”

• Cross-functional value: What they couldn’t see before
• Multiple defenders: Many teams depend on you
• Organizational ROI: “Eliminate the monthly blame game”

Outcome: Embedded as organizational infrastructure

The Differentiator

Individual team value is table stakes. Cross-functional value is the differentiator. Organizational efficiency is the real ROI.

Read the full analysis on The Business Engineer.