How to edit or add value drivers to your business case
- Go to Admin>Value Drivers
- Select an existing Value Pillar so that the line is highlighted
- Value Drivers will appear below
- Click Edit on the value driver to adjust the following properties
The Solution dropdown is where you select which solution this value driver should display for. If you want this value driver to display for every solution or when no solution is selected you should check the box for Always Include.
Value Driver Name
You can edit the name of the value driver in this field. All changes will only apply to new opportunities. There is an option to reset these values for existing opportunities.
Sequence is the order you want this value driver to appear on the business case.
Inputs are the information sales reps and prospects are entering in order to quantify the value of your solution. There is a maximum of five inputs you can use to build a formula.
Input Type- In order to display the correct symbol on your inputs, choose Currency, Percentage, or Number.
Default Type- If using a value that exists already in Zebrafi, you can choose to autofill opportunity or account fields so the user doesn't need to manually enter them again.
Default- Enter a value that will autofill into every business case. Use this field for your customer backed value claim. In our example, Zebrafi reduces the sales cycle by at least 21%. The default value we use for this field is 21% so the sales team has that as a starting point
Copy and past the input names into this field to build a formula. Names must be entered exactly as they appear, including spaces. There is no space between operators ie. +-. You can use standard operators to build your formula. The following characters are acceptable ()=-*/
The references section should include references to voice of the customer quotes and material. Build a concise defense of how this value driver is supported by existing client performance. We recommend using hyperlinks to link to external material.
What is included in your solution that makes it best practice. This statement is then scored to reduce your value claim if the prospect is getting some value from their existing solution. All of these sections will be available to the sales user in the form of a survey.
CBI stands for Critical Business Issue. What would your prospect say is their unique business issue as it relates to this value driver. Enter these thoughtfully as you start to imagine this prospect becoming a future case study for your business. We will be able to automatically insert this field into the Voice of the Customer Template after the deal is closed!!
Which part of your solution specifically solves the business issue and differentiates your solution
5. Click Save