Setup Business Case

The most popular business case categories are: Revenue, Cost Optimization, Productivity, and Compliance. You will need to add descriptions of how your organization adds value in these distinct areas. Start off simple! Don't confuse your salespeople and your prospects by overcomplicating the business case.

Adding a Value Driver

Note: You may add up to 10 Value Drivers for each pillar

1. Select Admin (from the left navigation menu) | Value Drivers
2. Click on the Revenue Value Pillar so the line is highlighted
3. A new section will appear below to add a value driver
4. Select the plus icon in the bottom section to create a new value driver
   
   
   
   
• Value Driver | In a concise manner, enter the new value driver name
• Sequence | Enter a number that represents the order relative to other Value Pillars
• Recurrence | Select which year the value driver will add benefit
  • Input 1 | Build a formula by creating Inputs. Enter the name of an Input, for example "Employees"
  • Input 1 Type| In our example "New Revenue" will have Currency formatting
  • Input 1 Default Type| In the Dropdown, the option to autofill this value with the Annual Revenue from the account is available. We want the sales person to enter "New Revenue" so we will select None in this example
  • Input 1 Default| In this example we don't know what the default value is so we will leave this blank
• Formula| Build a formula using the name value of each input. See the following example:

  Input 1 | New Revenue

  Input 2 | Benefit

  Input 3 | Operating Margin

  Formula | New Revenue*Benefit*Operating Margin

• References | Enter Quotes and links to materials like case studies, where metrics support the value driver
• Best Practice | Enter a discovery question that will help you determine how much value can be added to this specific prospect. Users will score this question from 0 to 100
  
  
  
  
5. Click Create to save your changes.
6. You made it, you're a pro!