Value Hypothesis Builder

Value Established. Conversion Achieved.

What, Who and When

Value Hypothesis Builder helps automate and scale value-based selling by delivering a self-service, “value on-demand” experience for sellers to engage buyers with.

By empowering business development representatives (BDR) and sales representatives (SDR) to engage buyers with value conversations early in the buyer’s journey, the Value Hypothesis Builder will elevate conversations and convert MQLs into SQLs and then into Pipeline Opportunities more often.

This product gives reps the ability to create on-demand, professional-looking outputs in PowerPoint format or infographic format.

And the results are spectacular. See Below.

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Results

Value Hypothesis Builder will drive a 10.5% (or greater) improvement in conversion rates from MQL to SQL. For a company doing $500M in annual revenues, this translates to the following 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 'Inquiry to MQL' conversion rate used
  • Web Value Calculator Improvement Factored in from prior stage

This result reflects early-stage impact. ValueCloud affects other stages in the sales cycle to help reduce discounts, improve deal acceleration, grow opportunity size, and improve win rate overall. Measured together these factors create an even greater impact. 

How?

Perfect as a conversation starter, or the continuation of a prospect’s Smart Web Calculator experience, the Value Hypothesis Builder can be used by the seller to establish/refine and communicate a directionally correct hypothesis of value, to a prospective buyer within minutes. Its point-and-click, self-service user interface provides a guided workflow with a set of pre-templated discovery questions and output styles. The standard 5-step out-of-the-box workflow can be used to guide the conversation or the system can be customized to align to a preferred selling methodology.

Output

The output from the Value Hypothesis Builder is fully configurable and branded in accordance with brand guidelines.

While flexible in design, it contains by default, the estimated 3-year ROI benefit, the benefit in NPV, the projected payback period, the cost of delay by month or quarter, a line-item summary of each benefit, and a list of assumptions used in the calculation.

Outputs can be produced as infographics, PowerPoint slides, or Word documents.

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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 differentiates 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 on results, all of them combined take your sales investments to another level. 

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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.

The Value Hypothesis Builder alleviates the long lead times sellers typically experience in receiving a cost/benefit analysis to support their sales cycles – 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, and some sellers and their respective opportunities simply don’t make the cut, especially for early-stage opportunities.  

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.

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Customers for Life. Realized.

Value Hypothesis Builder is ideal for Sales Leaders who want to scale value-based selling across all opportunities to all sales team members, including SDR and BDR roles.  A relief for Value Professionals who want to scale their capabilities to satisfy the demand for quick cost/benefit analysis.  Also ideal for Marketers, who want to leverage the Infographic-like output.

*sold separately

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In addition to twelve out of the box assets branded for your company, we can produce virtually anything you can imagine!

Business Case Builder

Smart Web Calculator

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Value Hypothesis Builder

Case Study Builder

Value Realization Tracker

Decsionlink green blueFINAL

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