- Reduce Costs
- Increase Revenue
- Compliance "Mitigate Risk of Non-Compliance"
- Customer Satisfaction
- Competitive Advantage
- Employee Satisfaction
How does your solution directly reduce the executives operating or production costs? Are you eliminating people? Are you eliminating the need for other solutions currently in place? Be careful telling an exec they can eliminate people. They will ask for names. More than likely they won't get rid of people but may change their roles in light of a good solution.
How can you help a company sell more? What kind of evidence do you have that you achieved this success at other companies and how can you repeat it?
More than ever companies are under pressure to understand and meet new federal or state guidelines. Are you in a position to help a company navigate these rules in order to avoid being fined? Understanding laws in constant flux can earn you a trusted advisor status and more likely to be called on for preventative solutions and future sales.
Executives know who puts butter on their biscuits. Anything you can do to show statistics about increased customer satisfaction, or more importantly customer retention will get their attention. You might want to read this article about customer retention to see why it's so important and how you can put a value on your retention abilities.
Can you give this company something that helps it differentiate? Demonstrate that you understand the market and what competitors are doing to gain an edge.
A good executive knows how to keep the employees happy. Company culture is more transparent to prospective buyers and a high employee turnover is an expensive problem.
One word... "Scale". If you can increase productivity without more expensive resources like people, that's what you talk about. Nobody cares about your cool iPad application unless someone's going to use it. Make people more productive and you are increasing profitability.