Effectively communicating ROI can be challenging, but doing it well and confidently is essential. If your customer cannot clearly understand the ROI you deliver, then your product's perceived ROI is as good as zero. 

If it's Renewal Decks or QBRs, it's important to remind customers of the value your product provides. You don't need to include every detail from an ROI one-pager however, a concise summary will suffice. You need to demonstrate the value your product has delivered to the customer, backed by numbers. It's essential to link this value to the customer's objectives and goals. 

Remember when communicating ROI to your customer keep in mind these three tips to make sure you are demonstrating your product or service's value to your customer.

Visualize - leave your audience with enough information on one slide. Highlight the main points of your ROI story and be prepared to provide additional context if needed. Focus on the outcomes that matter to your customers and aim for a conversational approach rather than detailing every aspect of the ROI calculation.

Defend - when defending your ROI, maintain confidence without being overly defensive. Ideally, secure support from program managers, end users, and other stakeholders before discussing ROI. Work with them to create a robust ROI narrative backed by data and assumptions. The goal is to have a value-driven conversation with the customer, not just to defend the final numbers.

Reinforce - reinforcement is crucial for building trust and credibility in your ROI story. Use user stories, data, and testimonials from satisfied customers to highlight your value proposition. Show tangible evidence of the value delivered to their organization.