Your intended buyer isn’t the CEO, but instead some line employee or manager. Every sizeable purchase order has to be explained and justified and “ROI’d”. If you don’t help your intended buyer explain the specific savings that come from buying your product, it’s much harder to get a purchase approved. So part of your ‘sales enablement’ job is to give the buyer (the customer) a simple tool to quantify savings. In this situation, only numbers and dollars count - you’re not allowed to justify purchases based on ‘strategic value’ or vague improvement or handwaving.
We hear it all the time: "I can't sell the product without an ROI calculation." My friend Rich has a great approach to explaining the value of the product using ROI. If part of your ‘sales enablement’ job is to give the buyer (the customer) a simple tool to quantify savings, you'll want to read this.