Just using the TCO you get to a very small to non-existent ROI. Then, if you look for what the TCO omits, ROI falls ever further.
There are explicit costs and benefits and implicit costs and benefits. As a vendor you can't build a case around implicit beneifts, but you can push your costs off on to the customer if those costs are implicit. We vendors have been doing this for a long time and for the customer it gets worse every year.
When CFOs intuitively feel that they are not getting value, they aren't.
Just using the TCO you get to a very small to non-existent ROI. Then, if you look for what the TCO omits, ROI falls ever further.
There are explicit costs and benefits and implicit costs and benefits. As a vendor you can't build a case around implicit beneifts, but you can push your costs off on to the customer if those costs are implicit. We vendors have been doing this for a long time and for the customer it gets worse every year.
When CFOs intuitively feel that they are not getting value, they aren't.