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Every business case in Minoa has a Level of Detail rating: Low, Medium, or High. This rating reflects how mature and complete a business case is — from a bare-bones draft to a fully developed, buyer-engaged asset. Level of Detail gives sales leaders a quick read on which deals have strong value narratives and which ones need attention. It’s not an exact science — think of it as a directional indicator that helps you prioritize coaching and pipeline reviews.

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What goes into the score

The Level of Detail score considers several factors that, in practice, correlate with stronger business cases and better deal outcomes:
  • Collaboration: Are collaborators — especially buyers and champions — actively engaged with the business case?
  • Use cases: Have specific value drivers been added to quantify the impact?
  • Executive summary: Has the rep drafted an overview that frames the value story?
  • Scenarios: Are there multiple scenarios (e.g., conservative vs. best case) to give the buyer options?
  • Investment and pricing: Is the financial ask defined so the buyer can evaluate ROI?
Not all factors are weighted equally. Customer engagement is the strongest signal of a healthy business case — and it’s weighted accordingly.

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Why customer engagement matters most

Our data shows that business cases with active buyer engagement forecast more accurately. When a champion or stakeholder is corresponding, giving feedback, and engaging with the content, it’s a strong signal that the deal is real and moving forward. Some teams describe it as a “lie detector” for internal forecasts — if the customer is truly engaged with the business case, the deal is far more likely to close as forecast. If there’s no external engagement, that’s worth investigating during pipeline reviews.
Coach reps to share business cases with their champions early and often. External engagement is the single biggest driver of a strong Level of Detail score — and a strong deal.

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Where to find Level of Detail

Home page Each business case on your home page displays a Level of Detail indicator with one, two, or three bars corresponding to Low, Medium, and High.
Use the Level of Detail filter on the home page to quickly segment business cases by Low, Medium, or High. This is a powerful way to identify which deals need more work before presenting to buyers.
Business cases that have been marked as excluded from analytics do not display their Level of Detail score on the home page.
CRM If you have a CRM integration enabled, the Level of Detail is synced automatically. Your CRM also exposes the underlying numeric score, which gives you more granular data for dashboards and reporting.

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Using Level of Detail for coaching

Level of Detail is most powerful as a coaching tool for sales managers. Here are practical ways to use it: Identify business cases that need attention Filter for Low Level of Detail to surface business cases that are still in early stages. These are opportunities to coach reps on fleshing out their value narrative before it reaches the buyer. Drive buyer engagement If a business case has strong internal content but no external collaboration, it’s not yet doing its job. Encourage reps to invite their champion into the business case — even early-stage engagement improves deal outcomes. Use the numeric score in CRM for reporting While the Low / Medium / High labels are great for quick prioritization, the numeric score available in your CRM gives you finer-grained data for dashboards and reports. Track trends over time to see if your team is building more comprehensive business cases. Look at it directionally Don’t obsess over the exact score. Instead, use Level of Detail as a directional signal during pipeline reviews. Is this a low-detail case on a high-value deal? That’s a coaching moment. Is a medium jumping to high? The rep is doing the right things.
Level of Detail updates automatically as the business case evolves — no manual input required. As reps add content and engage buyers, the score reflects their progress in real time.