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A powerful Value Framework includes dozens of use cases covering different industries, personas, and value drivers. Properties are how you keep this library organized and discoverable. Without properties, sellers face decision paralysis: “Which of these 40 use cases matter for this healthcare CFO?” With smart properties, AI suggests exactly the right use cases based on deal context, and sellers can quickly filter to what’s relevant.
Think of properties as your use case filing system. Good properties turn an overwhelming library into a curated selection that feels tailor-made for each deal.

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Why Properties Matter

Properties solve three critical problems:

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1. Discovery Efficiency

When creating a business case, sellers need to find relevant use cases fast. Properties let them filter by industry, persona, or value category instead of scanning an entire library.

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2. AI Relevance

Minoa’s AI uses properties to suggest use cases based on deal context. If you set a use case property to “Healthcare” and “CFO,” it’ll surface when sellers work healthcare deals or present to finance leaders.

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3. Library Organization

As your Value Framework grows, properties provide structure. New team members can navigate your library logically instead of guessing which use cases apply to their deals.
Well-structured properties lead to better AI suggestions, faster business case creation, and more relevant value quantification.

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Common Property Categories

Most companies organize properties into a few standard categories. You can create custom categories that fit your business, but these are the most common:

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Industry

Categorize use cases by the industries they best serve:
  • Healthcare
  • Financial Services
  • Manufacturing
  • Retail
  • Technology
  • Professional Services
Industry properties help sellers working vertical-specific deals quickly find relevant value stories and proof points.

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Persona

Indicate the buyer role that cares most about this outcome:
  • CFO / Finance
  • CTO / IT
  • VP Operations
  • Head of Sales
  • Compliance Officer
  • Customer Success Leader
When sellers know their champion’s role, persona properties surface the use cases that resonate with that stakeholder.

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Value Category

Group use cases by the type of business outcome:
  • Cost Reduction
  • Revenue Growth
  • Risk Mitigation
  • Efficiency Improvement
  • Quality Enhancement
Value category properties help sellers match use cases to the buyer’s strategic priorities.

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Product or Solution

If you have multiple product lines, indicate which solution delivers the value:
  • Platform Core
  • Analytics Module
  • Integration Suite
  • Professional Services
This helps sellers building product-specific business cases or presenting tiered offerings.
Start with industry and persona properties. These deliver the biggest impact on AI suggestions and seller efficiency. Add other categories as your library grows.

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Creating and Managing Properties

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Setting Up Property Categories

Before creating individual property values, define your property categories. These are the groupings (Industry, Persona, Value Category) that organize your properties.
1

Navigate to Properties

Go to Settings → Value Framework → Properties. This section is available to workspace admins.
2

Create a property category

Click “New Category” and give it a clear name like “Industry” or “Buyer Persona.” Add a description to help your team understand when to use properties from this category.
3

Add property values to the category

Within each category, create individual property values. For an “Industry” category, you might add Healthcare, Financial Services, Manufacturing, etc.
4

Apply properties to use cases

As you build or edit use cases, add relevant properties. Most use cases get 2-4 properties across different categories.
Once your properties are created, they’re available across your entire Value Framework and inform AI suggestions.

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Property Naming Best Practices

  • Use buyer-friendly language – “Financial Services” not “FINSERV_VERTICAL”
  • Be specific but not overly narrow – “Mid-Market” is better than “501-1000 Employees”
  • Stay consistent with terminology – Pick “Head of Sales” or “VP Sales,” not both
  • Avoid redundancy – Don’t create “Healthcare” and “Health Care”

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Using Multiple Properties per Use Case

Most use cases deserve multiple properties across different categories. For example: Use Case: “Reduce Time Spent on Financial Reporting”
  • Industry: Financial Services, Healthcare
  • Persona: CFO, Controller
  • Value Category: Efficiency Improvement, Cost Reduction
  • Product: Analytics Module
This multi-dimensional structure ensures the use case surfaces in multiple relevant contexts.
There’s no limit to how many properties you can apply to a use case. Prefer completeness over leaving relevant connections undiscovered.

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Using Properties as a Seller

When sellers create business cases, properties appear in the use case selection interface:

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Filtering by Properties

Sellers can filter the use case library by any property:
  • “Show me use cases for Healthcare”
  • “What use cases work for CFOs?”
  • “Which use cases drive Risk Mitigation?”
Filters can combine across categories: “Healthcare use cases for CFOs focused on Cost Reduction.”

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Browsing Property Groups

The use case selection interface groups use cases by properties, making it easy to explore:
  • See all Healthcare use cases together
  • Browse by persona to find stakeholder-specific value
  • Filter by product line when building solution-specific business cases
Learn more about how sellers choose use cases when creating business cases.

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Managing Your Property Library

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Keeping Properties Current

As your business evolves, your properties should too:
  • Add new properties when entering new markets or launching products
  • Consolidate redundant properties if you’ve created similar values with different names
  • Retire unused properties that no longer apply to your value framework
  • Update use case properties as positioning or target audiences shift
Review your property library semi-annually. Look for patterns—if sellers keep filtering for something you don’t have a property value for, create it.

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Property Usage Insights

Monitor which properties are most commonly used:
  • Frequently used properties indicate strong product-market fit in those segments
  • Rarely used properties might indicate gaps in your use case library
  • Missing properties that sellers ask about reveal opportunities to expand

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Best Practices

Industry and Persona properties deliver the most value immediately. Add more categories as your library grows and patterns emerge.
Use industry names buyers use (“Financial Services”) not internal codes (“FINSERV”). Think like a seller, not a product manager.
Under-specifying makes use cases hard to discover. Overloading dilutes relevance. Aim for 3-5 properties across different categories.
Sellers know how they think about deals. Ask them how they’d naturally categorize use cases, then build properties that match their mental models.
Create simple guidelines for your team: “Use Persona for buyer job titles” or “Industry should match Salesforce industry picklist values.”
Create sample business cases for different buyer scenarios. Verify that AI suggests the use cases you’d expect. Adjust properties if not.

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Common Questions

Most companies use 3-5 categories: Industry, Persona, Value Category, and optionally Product Line or Company Size. Start with fewer, add more as needs emerge.
Property creation is typically restricted to admins to maintain consistency. Sellers can suggest new properties through feedback channels.
Changing a name in the value framework updates it for all use cases that reference that property. New business cases will use the updated name. Existing business cases keep the wording they had when they were created; you can edit the property on each business case if you want those to match.
No. Some use cases are universal and don’t need industry properties. Others are product-specific and don’t need persona properties. Set what’s relevant, not exhaustively.
Each use case variant can have its own properties. A Healthcare variant of a use case gets Healthcare properties; an SMB variant gets SMB properties. This ensures AI suggests the right variant for each deal.
While you can’t directly import properties, we recommend aligning your property names with CRM fields (like Industry picklist values) for consistency across systems.

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Setting Up Your First Properties

Ready to organize your use case library? Here’s where to start:
  • Identify your 2-3 most important property categories (likely Industry and Persona)
  • Create 5-10 property values within each category
  • Review your existing use cases and apply relevant properties
  • Test AI suggestions by creating sample business cases
  • Gather seller feedback on whether suggested use cases feel relevant
  • Refine properties based on what’s working and what’s missing
  • Document your property guidelines for the team
With well-structured properties, your sellers will spend less time searching and more time having conversations that matter.