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Note: This guide will make you money. We’ve seen it too many times before: sellers who understand financial modeling consistently close larger contracts at a higher rate. In five minutes you’ll feel more confident speaking to executive buyers, not only will they believe what you have to say but they’ll start to look forward to your next meeting.

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Minoa Makes you Money

By defining a product in the language of value, impact and outcomes you will close more deals. Here’s how to do it:
  1. Uncover what the Prospect Wants
  2. Co-create a business case with your champion
  3. Present the Business Case to the Prospect’s Organization
  4. Win the Deal 🚀 (No, actually. That’s it.)

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What is a Business Case?

In Minoa, a business case is an interactive document that demonstrates the financial benefit of an enterprise purchase. A business case allows you to define what a buyer needs, why they need it, and what happens if they don’t get it. Graphic - Business Case.png Business cases serve different purposes depending on the audience: For you, the Seller Business cases add weight to what you say, they show that your claims have a mathematical basis. But unlike a classic calculation in a spreadsheet, a business case in Minoa ensures that everyone involved understands how the deal will build value. This collaborative calculation can act as a lie detector, helping to gauge how interested a prospect really is in a solution. Yes, that can mean sometimes disqualifying an opportunity if the prospect isn’t engaged, but it can also mean increasing the contract size of just as many other deals. For the Champion A champion buys to solve a problem they’ve identified in their organization, but their credibility is on the line when they decide to vouch for a particular solution. Business cases give champions a sophisticated pitch for why a purchase will deliver impact and financial value for their organization. For the CFO Business cases present purchases in the language of a CFO, framing new products and services as drivers of Revenue Uplift, Cost Reduction, or Risk Mitigation. CFO’s will often jump into the minutia of a calculation, this is a good thing. For example, when a CFO points out that the average cost of an employee is higher than the current input, two things are happening: 1) They’re ensuring the calculation accurately reflects the state of the business 2) They’re buying into the method. In Minoa, a business case can be a powerful tool for justifying a purchase to even the most critical of executives. In later guides, we’ll show you advanced techniques for testing out assumptions with Scenarios and defining precise Value Timelines for when the buyer will see particular returns. But for now, let’s stick to the basics: In this guide you’ll learn to:
  1. Create a Business Case
  2. Draft a Value-focused summary of a Discovery Call
  3. Choose from Templated Use Cases
  4. Gather Customer Inputs to Customize the ROI Calculation
  5. Add an Investment to the Model
  6. Present your Work
Your first business case might take more time, but you’ll soon find that working with ROI calculations increases your confidence on deals and allows you to project and hit quota month in and month out.