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Some sellers have an intuitive ability to use back-of-napkin math to close deals. That kind of intuition for corporate finance does help, but you can build a sophisticated business case in Minoa just by listening to your prospect. After a discovery call you’ve likely developed a hypothesis about which products make sense for the deal. In the Use Case Discovery step you’ll choose from pre-formatted calculations to build your model. These “use cases” help put your catalog of products and services into value-based language that describes the benefit a business will receive. It’s important to note that use cases aren’t just calculations. They make a quantitative argument, but they also present evidence in the form of case studies and compelling summaries. Many use cases also link to resources that address common objections. You’ll want to be familiar with the math as well as the qualitative information that supports the calculation.

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Why Use Cases and not Products or Features?

Businesses don’t buy products, they buy solutions to problems. It would be even more accurate to say businesses buy to Reduce Costs, Increase Revenues, or Mitigate Risk. The use cases at your disposal should describe how your company impacts these key metrics. Your value engineering team will have added calculations to each Use Case that are built from basic inputs like employee count and hourly pay. These units form the basis for a calculated benefit: the total positive value your customers will receive from introducing the products you sell. Every use case has a name and description written in Value-based language. This means that as well as presenting a calculation, your business case will tell a meaningful story in a language that resonates with your buyer. Selecting use cases is made even easier with tags that help to organize use cases by characteristics, like industry or vertical. Graphic - Use Case.png

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Suggested Use Cases

To make your decision even easier, Minoa AI suggests Use Cases based on the context you’ve provided. These suggested Use Cases are great to get started, but you can always add additional use cases as your understanding of the prospect develops. Graphic - Use Case Discovery Step.png Once you’ve selected your use cases, click Continue with Selected in the top right corner. These use cases will now be the foundation of your document. You’ll notice that the business case already has a calculated benefit. This is because use cases come with pre-filled values. In the next step, you’ll learn how to tailor the use case calculations to your buyer.