Business Case Builder

Value Established. Deal Won.

The What, Who and When?

As you engage customers during mid-funnel discussions and it becomes apparent you are winning the business, it is important to transfer ownership of a business case from you as the seller, to them as the buyer. 

ValueCloud's Business Case Builder allows sales teams to create customized, quantified business cases hand-in-hand with their buyers. Business case development is a difficult and crucial step in the buying process, and your customer sponsor must be prepared to defend their purchase request, even when you are not in the room.  

By collaborating in the tool together, your buyers will be able to internalize, understand and “own” the business outcomes, giving them the confidence to discuss the benefits, assumptions, formulas, and details of the business case.  

And the results are spectacular. See Below.

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Results

With typically a 15% or greater improvement in conversion rates from SQL to close!  For a company doing $500M in annual revenues, the impact of using the Value Hypothesis Builder translates to these financial benefits:

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*Scenario/Assumptions:  

  • Company size: $500M per year in annual revenue, 30% Net Profit Margin, 195M Shares Outstanding
  • 30% of topline comes from net new business
  • Average Sale Price (ASP) $250K
  • Sirius Decisions typical SQL to WIN  conversion rate of 20%  
  • Web Value Calculator Improvement Factor from prior stage - 15% 

This result represents an impact to one metric in the early funnel stages - conversion towards a win. ValueCloud affects other metrics in the sales cycle: discounting, deal acceleration, deal size, and conversion rate improvement.  Combined these all create a top-line and bottom-line impact.

How?

The Business Case Builder tool leverages your company’s value models, as well as any pre-existing value engagements with a buyer, to help sellers and buyers develop a quantitative, professional business case that is CFO or Board Ready to justify the project or investment. 

Output

The output from the Business Case Builder is fully configurable and branded in accordance with brand guidelines. While flexible in content, it can contain estimated 3-year ROI benefit statements, the benefit in NPV, the projected payback period, the cost of delay by month or quarter, a line-item summary of each benefit and its specific value, assumptions used, and thorough formula explanations to support the project’s Champion with everything they need to “pitch” the investment. 

This document provides the precise detail a Chief Financial Officer, Procurement Officer or business analyst needs to evaluate your proposal.

To see an example of a business case, click here.  

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Why?

Value-based selling is a proven approach and activates most of today’s popular selling methodologies; it builds trust and credibility and most of all differentiate the seller from competitors who are typically stuck in feature, function, and price conversations. 

DecisionLink customers have experienced deal velocity improvements of up to 20-30%, reduced discounting levels by 10-15%, and improved win rates 2-3x. Any one of those metrics can make a material impact in results, all of them take your sales investments to another level.  

The Business Case Builder alleviates long lead times that sellers typically experience in receiving a cost/benefit analysis from their value consulting team – if they get one at all. Oftentimes, business value teams have only enough bandwidth to support the Top 10 or 20 Deals for the quarter, or as directed by the CRO. Some sellers and their opportunities simply don’t make the cut, especially if they are in the early stages of the funnel. 

ValueCloud® solves the scaling problem and democratizes value across an entire team, which helps all sellers become winners.

Why Us?

ValueCloud® doesn’t operate in isolation, nor perpetuate islands of value data, reports, case studies, spreadsheets, etc. We are uniquely positioned to deliver maximum ROI on marketing and sales investments because we are a digital platform that is flexible enough to evolve as your company, solutions, and target markets evolve.

With an intuitive user interface, companies have the power to update their models, pricing, benefits, internationalization and more, in real-time, freeing up valuable resources to focus on strategic deals versus managing consultants who deliver static reports and case studies.

ValueCloud® uniquely creates a ValueThread™ that tracks a prospect’s value data throughout the funnel, removing the arduous and time-consuming task of cost-benefit analysis at every stage.

When marketers take the lead and leverage ValueCloud at the beginning of the customer journey, it sets the pace and tone for the entire sales organization to follow suit.

Our customers have experienced deal velocity improvements of up to 20-30%, reduced discounting levels by 10-15%, and improved win rates 2-3x. Any one of those metrics can make a material impact in results, all of them take your sales investments to another level.

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Customers for Life. Realized.

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*These are statistics pulled from our customers, including ServiceNow, CrowdStrike, VMware, Verint, DocuSign, Planview, and others. Read our case studies to hear more ways ValueCloud can transform your sales team’s effectiveness.

Business Case Builder is ideal for Sales Leaders who want to empower reps with automated business case development tools and want to scale value-selling approaches across their entire team.  Used by Sales Reps who like to collaborate with their customer sponsor to ensure they are prepared and confident in bringing forward an investment proposal into the C-Suite to gain approval. 

*sold separately

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Decsionlink green blueFINAL

3423 Piedmont Rd NE • Atlanta, GA 30305
Phone: 800-670-8301 • E-mail: info@decisionlink.com