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A business case is based on assumptions. Ideally, as you collaborate with your prospect, the basic inputs of your calculations get closer and closer to accurately representing the state of their business. But even with a highly involved champion, you can’t always be certain about your projections. Scenarios allow you to duplicate the elements of your business case and compare different values side-by-side.

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When to use scenarios

Scenarios are useful when you want to present multiple perspectives on the value your solution can deliver. Common use cases include: Conservative, moderate, and best case projections You might try presenting a conservative, a moderate, and a best case. Prospects typically choose that middle option. This approach helps buyers feel confident in their decision by showing a range of outcomes, with the moderate scenario serving as a realistic middle ground. Competitive comparisons You could also model out the competitive landscape by creating a scenario for the status quo, for your biggest competitor, and for your offering. This allows prospects to see the relative value of different options in a direct comparison.

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Creating and managing scenarios

To add a scenario to your business case:
  1. Open your business case
  2. Locate the scenarios panel on the left side of the window
  3. Click “Add Scenario”
  4. Name your scenario (e.g., “Conservative Case” or “Competitor A”)
  5. Configure the inputs and assumptions for this scenario
When you add a scenario, you’ll be taken to a new tab dedicated to comparing these different options.

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What you can edit in scenarios

Within each scenario, you can customize:
  • Use cases: Add, remove, or edit use cases to model different value drivers
  • Investment: Adjust investment amounts to reflect different pricing or implementation costs
  • Executive summary: Tailor the narrative for each scenario to highlight different value propositions

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What remains consistent across scenarios

Some elements are shared across all scenarios and cannot be changed per scenario:
  • Contract length: The duration of the contract is fixed across all scenarios (except for Value Realization Scenarios, which have their own contract terms)

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Switching between scenarios

You can easily switch between scenarios using the scenarios dropdown located next to the name of your business case. This allows you to quickly navigate between different projections while working on your business case.

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The scenarios tab

When you create scenarios, a dedicated scenarios tab appears in your business case. This tab provides a comparison view of all your scenarios. Interactive navigation: Clicking on cells in the various comparison tables will navigate you to the respective content in the business case and automatically switch to that scenario. This makes it easy to drill down into specific details while comparing options. Tab visibility: The scenarios tab can be set to hidden or visible depending on whether you want to show it to your prospect during presentations.

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Comparing scenarios

Once you’ve created multiple scenarios, you can view them side-by-side to compare:
  • Calculated benefit of each use case
  • Resulting ROI calculations
  • Payback period
This comparison view makes it easy to present multiple options to your prospect and facilitate discussions about which scenario best represents their situation.
Each scenario maintains its own set of inputs and calculations while preserving the core structure of your business case.

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Best practices

When working with scenarios:
  • Start with your baseline: Create your primary business case first, then duplicate it to create scenarios
  • Use clear naming: Give each scenario a descriptive name that makes its purpose obvious
  • Limit the number of scenarios: Three scenarios is typically the sweet spot—too many options can overwhelm prospects
  • Document your assumptions: Make sure each scenario clearly explains what assumptions differ from your baseline
  • Present strategically: Consider which scenarios will be most helpful for your specific buyer and their decision-making process

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Value Realization Scenarios

Once a deal closes, you don’t have to start from scratch to prove value. A Value Realization Scenario lets you track actual, realized benefit directly inside the same business case you used to win the deal. Unlike regular (future) scenarios that model projected value, a Value Realization Scenario represents what your customer has actually achieved since going live. It sits alongside your future scenarios so you can compare estimated value against real results.
Each business case can have one Value Realization Scenario. This keeps the comparison clean: one realized-value track measured against your projected scenarios.

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How it works

A Value Realization Scenario is a special scenario with its own contract terms—its own start date and duration—that typically represent the actual contract period. Once created, you:
  1. Configure how inputs are tracked — Use monthly (time-series) values where you need values to change over the contract, and optionally use the guided conversion flow when it helps move from a typical “baseline × % improvement” pre-sales shape to absolute tracking. Conversion is optional: you can also adjust the calculation yourself (for example with the AI Value Engineer) or leave inputs in estimation mode if that fits the deal.
  2. Record measurements each month (or as often as you have data) to fill in what actually happened
  3. View the Value Summary to see realized benefit and, when you have a comparable future scenario, compare against estimated projections
You do not have to run conversion or use monthly values on every input for Value Realization to work—those are tools, not requirements. The result is a living record of value delivery that updates as you add data, making QBRs and renewal conversations data-driven.

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Creating a Value Realization Scenario

Open the scenarios panel in your business case and click Add Value Realization Scenario. Scenarios panel showing the Add Value Realization Scenario button You’ll walk through a short configuration: Create Value Realization Scenario configuration
1

Name the scenario

Give it a descriptive name like “Realized Value” or “Year 1 Actuals.” The default name works fine for most cases.
2

Choose your starting point

You have two options:
  • Copy from an existing scenario — Start with the use cases and inputs from one of your future scenarios (recommended). This is the fastest path because your calculations are already set up.
  • Start from scratch — Begin with an empty scenario and add use cases manually.
You can also pull use cases from a different business case if you’re building an expansion deal and want to reference the original contract’s projections.
3

Set the contract terms

Define the start month and duration for the Value Realization Scenario. These are independent from the future scenario’s contract terms—set them to match the actual contract window you’re tracking against.
4

Create

Click Create and your Value Realization Scenario appears in the scenario selector, ready for you to configure tracking and enter measurements.
Copying from the scenario that best represents the agreed-upon deal (e.g., your “Rollout Plan” rather than “Best Case”) gives you the most meaningful comparison between projected and realized value.
You can also create a Value Realization Scenario by asking the AI Value Engineer. Try this prompt:
Create a value realization scenario based on my "[Scenario Name]" scenario.
Set the contract start to [month, e.g. "July 2025"] with a [duration, e.g.
"12-month"] duration.
The agent handles naming, copying, and contract terms in one step.

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What’s different about a Value Realization Scenario

AspectFuture scenariosValue Realization Scenario
PurposeModel projected benefitTrack realized benefit
Contract termsShared across all future scenariosHas its own start date and duration
Input valuesConstant assumptionsRealized inputs; often time-series (monthly) where you configure them—not every input must use conversion or monthly values
Value SummaryShows estimated total over contractShows realized value up to the current month
LimitMultiple allowedOne per business case

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Next steps after creation

Once your Value Realization Scenario exists, a typical path looks like this:
  1. Optionally convert your calculations or use the AI Value Engineer to adjust the calculation into a format that is easy to track in post-sales.
  2. Record measurements as data is available—realized value can be tracked without using the conversion tool first.
  3. Track milestones to document implementation progress alongside financial impact.
If guided conversion fits your model, read Converting Calculations—and remember it is optional for value realization tracking.