// THE ECONOMIC CONVICTION ENGINE
Why COI works on executive buyers.
Converts “Discretionary Software” to “Active Risk Mitigation”
Ongoing monthly bleed makes purchasing a fiduciary necessity rather than discretionary spend.
Defensible & Efficacy-Adjusted (Zero Fluff)
Realistic efficacy factors and implementation TCO build a business case that stands up to CFO scrutiny.
Co-Created Commercial Ownership
Peer benchmarks let the buyer validate their own numbers—eliminating late-stage pricing friction.
// 4-PILLAR ECONOMIC FORMULA
Net Realized Yield = ∑ (Gross Drag × Solution Efficacy) + Tool Consolidation - (Software ACV + Setup TCO)
01 / Direct Latency Drag
(Headcount × Hours Lost/Wk × Blended Hourly Rate × 52) × Automation Efficacy (η)
Quantifies wasted payroll from manual work and the engineering capacity recovered annually.
02 / Revenue Slippage
(Annual Pipeline × Slippage Rate × Baseline Win Rate) × Revenue Efficacy (Δ)
Forecasts revenue recovered through cycle acceleration and win-rate lift.
03 / Redundant Tech & Ops
Displaced Vendor Subscriptions + Cut Contractor Retainers
04 / Strategic Opportunity Cost
(Quarters Delayed × Monthly Project Burn × 3) × TTM Efficacy Factor (Δ)
What we need from the buyer.
01 — 5 Baseline Discovery Inputs: Headcount, hours lost, blended cost, legacy tooling spend, core milestones. 02 — Collaborative Efficacy Calibration: Rep and buyer adjust recovery assumptions together. 03 — 1-Page CFO Board Memo Output: Gross bleed, net Year-1 yield, payback months, and cost of one quarter’s delay.
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