Create a Value Hypothesis

The value hypothesis tells the qualitative story of how your solution delivers value—before diving into numbers. Use it early in deals to introduce value concepts and frame how a prospect might benefit from your products or services. A value hypothesis is generated automatically for opportunities that have been updated in the last 2 weeks. Each one pulls from the relevant context associated with that opportunity and account. This recipe walks you through generating, refining, and exporting a value hypothesis as a slide deck you can share with your champion or buying team.

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When to use a value hypothesis

Create a value hypothesis early in a deal, typically after your first discovery call. At this stage, you’re introducing value-selling concepts and framing how the prospect’s organization might benefit from your solution—before diving into detailed calculations.

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Select an opportunity and review the value hypothesis

1. Navigate to your opportunity in Minoa
2. Open the opportunity drawer
3. Click on the Value Hypothesis tab

The value hypothesis is automatically generated based on your deal context—call transcripts, notes, and any additional context you’ve added. Generation typically takes up to 30 seconds.

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Review the generated content

Read through the value hypothesis carefully. Your role is to ensure it accurately represents the state of the deal and tells a compelling story. The value hypothesis is a rich text editor, so you can make direct edits if needed.

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Regenerate if needed

If the generated value hypothesis doesn’t quite hit the mark, you can add a prompt to guide the regeneration.

1. Click Regenerate in the value hypothesis editor
2. Add a prompt that specifies your requirements

For example, you might tailor the language for a specific audience:

“Tailor this value hypothesis for a CRO audience. Focus on revenue impact and sales efficiency metrics. Use language that resonates with revenue operations leaders.”

The system will regenerate the value hypothesis based on your prompt and existing context. This typically takes 30 seconds or less. Review the regenerated content to ensure it meets your requirements. You can continue regenerating with different prompts until you’re satisfied.

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Export to slides

Once you’re happy with the value hypothesis, export it as a slide deck.

1. Click the Export button in the value hypothesis editor
2. Select your export format: Google Slides, PowerPoint, or PDF

The export process works the same way as business case exports. It can take a few seconds to generate as the system creates a branded deck using your organization’s slide templates.

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Review and edit slides

After the export completes, you’ll have a slide deck ready to share. Before sending it to your prospect, take a few minutes to review and refine it.

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Copy to your Google Drive

1. Open the exported Google Slides deck
2. Click File → Make a copy
3. Save it to your organization’s Google Drive

This ensures you have a version you can edit and share internally.

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Review the slides

The value hypothesis provides an excellent starting point, but it often benefits from human review and refinement.

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Make final edits

Review each slide and make adjustments as needed. Common edits include:

• Shortening bullet points for better readability
• Adding bold formatting to key terms and concepts
• Adjusting language to match your sales style
• Removing or consolidating redundant information

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How this relates to business cases

The value hypothesis serves as the foundation for your business case. When you create a business case from an opportunity, the value hypothesis automatically becomes the first tab—telling the qualitative story before you introduce quantitative use cases and ROI calculations. The value hypothesis sets the stage for the rest of your business case, providing context and narrative that makes your quantitative calculations more meaningful and compelling.