Blog

This dedicated to Value Engineers (VEs)—relentlessly innovating to enhance, simplify, and elevate the VE experience every second, every day.

Feb 28, 2024

What does the embedment of the business case in the sales process do for three differently-sized CRM groups of customers?

Creating a compelling justification for using business case and ROI tools during the technology sales process can significantly influence decision-making across different customer segments. Below is a tailored justification for each group: large technology enterprises, medium-sized tech companies, and startup companies selling technology solutions. Read more in the article below.

October 19, 2022

Is ROI still relevant when selling AI-enabled technology?

• What capabilities are AI tech sellers missing in developing sound ROI models, and what do existing value-selling and sales-enablement platforms fail to address?
• Is ROI still relevant in the prospective customer procurement process for AI-enabled technology?
• In which customer segments or industries is ROI a key decision factor in procuring AI technology, and in which is it not?
• What challenges arise in building a credible ROI model or business case for AI technology?
• Read more in the article below.

September 1, 2024

The Transformative Impact of Business Cases in Technology Sales Processes

In the competitive world of technology sales, closing deals efficiently is crucial for success. However, many companies struggle to deliver compelling business validation at critical sales process stages. Integrating strong business cases, quantifiable business benefits, and ROI models can dramatically improve sales win rate. Read more in the article below.

Feb 21, 2024

Value Selling Automation tools help your technology startup sell 50% faster and increase the deal size up to 300% by uplifting your sales pitch from IT to C-suite.

Tday, I want to share valueviewpoint.ai, a landing page showcasing my NorthStar service that I want to turn into an AI-enabled Platform.

Read more in the article below.

Jan 21, 2025

Sales-led growth (SLG) is labor-intensive and expensive compared to Product-Led Growth (PLG), yet it remains the dominant approach for selling B2B Enterprise Technology Solutions.

In recent years, the tech world has been inundated with advice on transitioning from sales-led growth (SLG) to product-led growth (PLG). Advocates highlight PLG’s potential to reduce customer acquisition costs and speed up adoption cycles. However, for most B2B enterprise technologies, especially with High Annual Contract Value (ACV)

Read more in the article below.

Feb 1, 2025

The Art of Prospecting: Personalized Over Generic Outreach

Too many sales messages land in my inbox with no real understanding of my business. Generic outreach = ignored outreach.

Read more in the article below.

Nov 3, 2024

Rethinking the Business Case Life Cycle: Aligning Product, Sales, and Customer Success for Seamless Value Management

Depicting the seamless journey of the business case lifecycle through Product Development, Sales, and Customer Success, breaking down traditional silos

October 25, 2024

Don’t build an ROI model just to sell — focus on engaging customers in a value-driven engagement.

The ROI model isn’t the end goal but a natural outcome of this collaborative process, much like an asset assessment in an M&A transaction.

Oct 19, 2024

How to use Michael Porter’s 5 Forces to build a strategy to Enter the Highly Competitive Value Selling Productivity Tools Market with example of www.valueviewpoint.ai.

The barriers to entry in the Value Selling SaaS market are rather High, making it relatively straightforward for new players to launch platforms. However, succeeding in the value selling space requires more than just a product — subject matter expertise. Yes, it’s true — all mentioned these companies were not founded by Value Engineers (VEs) but by Sales Executives with financial backing. This often means their platforms are sales-centric rather than deeply built for the VE workflow.

October 21, 2022

Investment in Mission Statement could create a mighty return on investment for a startup founder.

In the fast-paced and competitive technology industry, a strong mission statement serves as both an anchor and a compass, providing stability amid challenges while steering the company toward its goals. Ultimately, it plays a crucial role in shaping the company's valuation.

October 19, 2022

What are you losing if you do not have a strong mission statement for your organization?

Recognize the value of a mission statement. It provides clarity for decision-making, motivates the team, and communicates your purpose to stakeholders, including investors, employees, and customers.

September 8, 2022

What can cause cloud migration ROI to fall short?

This article distills insights and lessons learned from my ten years of experience in overseeing cloud expenditures, crafting economic justifications, and constructing ROI models for various cloud migration projects.

Feb 3, 2025

From DevOps to ValueOps: How Startups Can Start Value Selling by Automating Business Case Development Process Just Like CI/CD Does:

Why Technical Founders Need a DevOps Approach to Value-Based Selling vs. Selling features and technical specs of their solutions

Jan 15, 2025

Uplift your Sales Organization to the Elite Level by enabling three Sales Phases with AI.

Elevate Your Sales Organization to Elite by Refining Three Key Sales Phases: Qualification, Discovery, and Product Demo.

December 25, 2024

Can valueviewpoint.ai replace McKinsey? How AI is Disrupting Value Selling in Tech

However, with the rise of generative AI, the consulting landscape is evolving. While AI won’t fully replace MBB in the near future, it is already augmenting and automating key aspects of management consulting, reshaping how strategic insights are delivered.

October 3, 2024

How to empower Sales with Value Engineering (VE) Teams and lower the Cost of Sales at the same time

In today’s highly competitive technology sales environment, delivering value to your customers has become more critical than ever. One proven approach to increasing sales and win rates while optimizing costs is by leveraging Value Engineering (VE) teams. However, VE can either be costly if you hire full-time ex top-management consultants, or a more cost-effective strategy when fully or partially outsourced to on-demand value-selling consultants armed with 21st-century tooling. 

October 19, 2022

Strategic Product Development: How ROI Models Justify Need in New Features Development

Business Benefits vs. Technology Features: — should we always define business benefits before adding new feature to our product? — Will this feature add Value to the end User and reinforce your Company strategy ? — Do we need to build ROI Model to promote effective Decision-Making.

September 8, 2022

TWO WORLDS OF TECHNOLOGY LIFE

The Forgotten Business Case: Bridging the Divide Between Sales and Post-Sales to Achieve Value Realization. Having worked on both sides — building business cases for strategic AWS and Google Cloud deals and managing Customer Success teams post-implementation — I’ve seen firsthand the growing disconnect in the technology world. Selling on value has become more prevalent, with teams focusing on demonstrating ROI and business impact during the sales cycle. However, the post-sales world is still stuck in the dark ages — and it’s not just the customers who are suffering; vendors are too.

October 19, 2024

Why must IT benefits be aligned with customer prospects’ strategic priorities during the technology sales cycle?

When deploying IT technologies, it is imperative to understand how they will create your customers’ competitive advantage and build unique to your business capabilities to sustain it in the long run. Does market need your feature? How to find out it?

March 3, 2024

Is your company’s innovation being hindered by a technocentric sales approach?

McKinsey research indicates that while the innovation cycle in technology companies has notably accelerated over the past two decades, the sales cycles have remained unchanged. This stagnation is attributed to the prevalent technocentric sales approach in tech-intensive businesses. Such a “traditional” sales approach hinders 90% of technology companies from unlocking additional value, as they are encumbered by the technical debt associated with their innovative products.

May 3, 2019

Effectiveness vs. efficiency in managing your Cloud Spend

Are you sute yuo pay for what you Consume and not what you Provision? AWS caal oy consumption on-demand, but forget to tell you that you actially pay for empty provisioning as well. Plan right things first (cost management sttaregy) before doing things right (provisionming right architechture)- what is congruent with the difference between effectiveness and efficiency as once defined by the father of process thinking Peter Drucker.

Blog

How to Build a Business Case for Any Tech Solution in 2025 (and Get CFO Buy-In Faster)

October 21, 2022

Why Building a Strong Business Case Matters More Than Ever

In 2025, tech buying decisions have never been more scrutinized.
Budgets are tight, CFOs demand measurable ROI, and every purchase must align with strategic business outcomes.

Yet, 94% of sales opportunities stall between the first meeting and proposal stage because vendors fail to present a compelling, quantifiable business case.

Whether you're a tech vendor, startup founder, or sales team leader, knowing how to build a bulletproof business case can mean the difference between:

• Winning enterprise deals or getting stuck in “no decision”
  
  
• Accelerating sales cycles or dragging them out for months,
  
  
• Closing high-value contracts or discounting to compete on price.
  
  

This guide gives you a step-by-step, repeatable process to build a business case for any technology- plus how AI-powered platforms like ValueViewpoint.ai automate this once time-consuming task.

October 19, 2022

What is a Business Case in Tech Sales?

A business case is more than a slide deck. It's a data-backed narrative that answers three critical buyer questions:

1. Why change now? (Business problem urgency)
2. Why your solution? (Differentiated value and ROI)
3. Why invest in the budget? (Clear financial impact vs. status quo)

A strong business case shifts the conversation:

• From features → outcomes
• From cost → measurable value
• From vendor → strategic partner

The 5 Steps to Building a Winning Business Case

October 21, 2022

1. Understand the Customer’s Business Problem Deeply

• Map out their current processes, pain points, and costs (time, resources, money).
  
  
• Speak with multiple stakeholders to uncover hidden inefficiencies or risks.
  
  
• Example: A SaaS company might discover a prospect’s onboarding delays are costing $500k in annual churn.
  
  

✅ Pro Tip: Use a structured discovery framework—such as ValueViewpoint’s Value Discovery Engine—to avoid missing quantifiable pain drivers.

October 19, 2022

2. Quantify the Impact of the Problem

• Attach real numbers to inefficiencies:
  
  
• Lost revenue
• Excess costs
  Risk exposure
  
  
• Example: A cloud migration project delaying 6 months = $2M in lost agility and missed opportunities.

✅ Pro Tip: CFOs think in dollars and risk mitigation, not abstract benefits. Always translate pain points into financial terms.

September 8, 2022

3. Map Your Technology to Outcomes

• Focus on business improvements, not features:
  
  
• Reduce operational costs by X%
  
  
• Increase productivity or output by Y%
  
  
• Improve time-to-market by Z weeks
  
  
• Tie each feature to a measurable business result:
  

“Automated reporting saves 40 hours/month = $48,000 annual cost avoidance.”

✅ Pro Tip: Use case studies or benchmarks from similar companies to validate your numbers.

September 8, 2022

4. Build a Simple, Transparent ROI Model

• Show Cost vs. Benefit in a way that makes decision-making easy:
  
  
• Project costs (licenses, services, change management)
  
  
• Hard savings (reduced spend)
  
  
• Soft savings (efficiency, risk mitigation)
  
  
• Net benefit and payback period
  
  

Example:

Investment: $250,000

Annual benefit: $1,200,000

Payback period: 3 months

ROI: 4.8x

September 8, 2022

5. Package It as a Story That Wins Consensus

• Enterprise decisions are multi-threaded—CFO, COO, CIO, and sometimes procurement all weigh in.
  Your business case must:

  • Speak the language of each stakeholder
  • Show the strategic, financial, and operational impact
  • Be visual and simple enough to be shared internally
    
    

  ✅ Pro Tip: Use a 1-page executive summary plus an optional detailed analysis deck to equip your champion with a clear internal pitch.

October 21, 2022

Common Mistakes to Avoid

• Overloading with features: Buyers care about outcomes, not technical specs.
  
  
• Using generic metrics: If every ROI model says “30% savings,” you lose credibility.
  
  
• Ignoring risk factors: CFOs want to see downside mitigation as much as upside potential.
  
  

No clear timeline: Without showing a payback period, your case won’t pass scrutiny.

October 19, 2022

How AI Now Builds Business Cases in Minutes

Traditionally, building a high-quality business case could take:

• 10–20 hours of manual research,
  
  
• Cross-team collaboration with product, finance, and value engineers,
  
  
• A heavy spreadsheet model.
  
  

Today, platforms like ValueViewpoint.ai automate:

• Market and customer research
  
  
• Value driver identification
  
  
• ROI calculation
  
  
• 1-page pitch creation + 20-page sales deck
  
  

This means SDRs, AEs, or founders can:

• Personalize outreach with value hooks from day one
  
  
• Build executive-ready ROI cases in under 30 minutes
  
  

Close deals faster without needing a full VE team

September 8, 2022

Final Thoughts

In 2025, tech buyers will no longer gamble on promises. They invest in quantified, proven outcomes.

A strong, well-crafted business case:

• Differentiates you from feature-based competitors
  
  
• Shortens your sales cycle
  
  
• Secures CFO approval faster
  
  

And with AI-powered tools like ValueViewpoint.ai, building these business cases is no longer a slow, spreadsheet-heavy process—it’s a scalable, automated advantage.

September 8, 2022

 Ready to build your first automated business case?

Try ValueViewpoint.ai today and:

• Generate a custom ROI model for any tech stack in minutes.
  
  
• Create personalized, value-driven outreach that gets C-suite attention.
  
  
• Scale value selling without adding expensive VE headcount.