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TLDR:

When an external collaborator makes a change to an input, either by submitting a survey or editing the input in the business case, their avatar will appear to the left of the input. As an editor of the business case, you can click on an avatar to select from any of the collaborators added to the business case or choose to remove the avatar altogether. You also have the option to select your company logo or the prospect company’s logo to broadly indicate the source of an input.

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What is input ownership?

Input Ownership helps you identify who made changes to the inputs on your use cases. While you can open up the Session Insights drawer to see granular detail about recent revisions, Input Ownership puts that information front and center by adding the collaborator’s avatar to the left of any input they’ve changed.

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Why is ownership important?

The best business cases are collaborative. We routinely see 2-3 external collaborators added to a business case before it’s reviewed by an economic buyer. But keeping track of changes and determining who owns which numbers can prove a little more challenging than we’d like. Input ownership makes it abundantly clear where input values came from. If you’re presenting to an economic buyer it can be helpful to point out that the basic units of your calculation come from the prospect’s organization. The avatars make sure a buyer recognize that their team was involved in the process of demonstrating the value of your product or services.

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Activating input ownership in your workflow

Before a business case has been filled out: You can go through the business case and add avatars to the key inputs you want your champion to fill out. As you discover which stakeholders might be responsible for each input you can invite people and add their name next to the inputs you want them to focus on. After a business case has been filled out: Your use cases will be much more convincing to an economic buyer when each of the inputs has a clear attestation from a member of their team. If your champion gave you a number that isn’t something they directly own, you can select from the options to more generally attribute this input to the prospect’s organization rather than an individual.

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Input ownership in detail:

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Avatars pulled automatically from survey responses

When a collaborator fills out a customer survey, you as an editor will see their responses populate in the use case cards. As you accept their inputs, you’ll see their avatar appear. You can always choose to change or remove this indicator.

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Avatars from direct input changes

If you’ve invited a collaborator to edit your business case they’ll be able to change inputs directly on the use case cards. Each time they do this they’ll see their avatar added to that input. If an input has already been added, the new avatar will replace the old one. External collaborators do have the ability to remove their own avatar. They can’t select from the other avatars, but they can choose to hide themselves. You can always double-check in the Session Insights drawer to see what has been changed.

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Manually adding an avatar

When you start a new business case, every input will have an empty slot directly to the left. By clicking the (+) icon you’ll see a list of collaborators who have already been added to the business case. By default, you’ll be able to select your own name as well as the logo for your company or your prospect’s company. If you select a collaborator from the list, an avatar will appear to the left of the input. They won’t receive a notification when you do this, but they’ll see their name if they have editor access to the business case.