Total Economic Impact: a full case study

Forrester’s Total Economic Impact methodology has been around for some time now; Chip Gliedman and his colleagues must have trained many IT executives in its application, its models, and its succinct elevator business case (“We are doing X to make Y better, as measured by Z, which is worth $N to the company”).

But training, and the examples within the training course, only go so far. A note in one of my regular alerts led me to a full case study, commissioned from Forrester Consulting by Cisco. It’s a valuable read. It’s a fictitious case, of course (“Company A” style), but it goes right through the whole analysis, as well as including a summary of the methodology itself

Cisco wanted to illustrate the case for their “Borderless Networks” technology. I’ve long been a believer in this methodology, not least because it captures opportunity costs and benefits, and puts cash value on risk. So it’s interesting that Cisco chose TEI as the vehicle to make this case.

Read it if:
• you want to know more about TEI than is available in Forrester’s summaries; you have to pay for the training course (or get access through a subscription)
• you know about TEI and want to see how a full evaluation works
• you’re looking at facilitating what Cisco describe as “secure, reliable, and seamless connectivity to any device, [to] any person, and in any location”

You’d need to research the Borderless Networks concept separately; this document is about the business case, and might well be useful independent of Cisco’s own technology.

• Total Economic Impact of Cisco Borderless Networks, Forrester Consulting, November 2010, available through Cisco website (no registration required)
• The Total Economic Impact Methodology: A Foundation For Sound Technology Investments, Chip Gliedman, Forrester Research, 4 Aug 2008 (subscriber access or purchase)
• Borderless Networks, Cisco overview


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