In crowded SaaS markets, adoption metrics alone won’t keep your customers. Only companies that demonstrate real financial impact will thrive with seamless renewals and massive expansion opportunities. Value Realization helps you measure and communicate the actual financial benefit your product delivers to customers over time—transforming projected improvements from the business case into customer-confirmed results.Documentation Index
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Why track value realization?
Account managers can no longer rely on simple adoption or usage metrics to prove the value of their SaaS to customers. Markets have grown too crowded, tech stacks stuffed to the brim. The winners tell a continuous story from pre-sales to post-sales, connecting projected value to realized value at every step of the customer journey.From projection to proof
Before the deal closed, your team focused on projected improvements and Before/After estimations. But once the contract was signed, the real work began: rolling out the product to a new organization with all its messy politics, cumbersome processes, and complex tool ecosystem. Value Realization measures those processes at a regular cadence to offer specific, customer-confirmed numbers. Where business cases rely on case studies and TEI reports to suggest potential impact, Value Realization tracks actual impact with real customer data.Key difference: Business cases describe projected benefit. Value Realization measures how close you’ve gotten to
delivering that benefit—and it lives right inside your business case.
How Value Realization works
Value Realization lives inside your business case as a special Value Realization Scenario. Instead of a separate tracking tool, you stay in the same business case you used to win the deal and add a scenario that tracks what actually happened. For the sequence most teams follow—find the right business case, align it with the deal, then create the scenario. See The usual approach. Here’s the high-level flow:Create a Value Realization Scenario
Add a Value Realization Scenario to your business case. Copy from an existing future scenario so your
calculations are already set up, or start from scratch. Set the contract start date and duration for the actual
contract window.
Optionally convert or configure calculations
If a calculation fits the common “baseline × % improvement” pattern, the guided conversion
flow can reshape it for absolute, monthly tracking. You can
skip conversion and instead enable monthly values
on inputs or edit the calculation directly—conversion is a helper, not a requirement.
Record measurements monthly
As data comes in from your customer, enter monthly values for each tracked metric. Values carry forward
automatically—you only need to update when something changes.
Review the Value Summary
The Value Summary shows realized benefit up to the current month. When you have a future scenario to compare
against, you can overlay the estimated value curve—or focus on realized value only. See Controlling the
comparison. Use it in QBRs, renewal
conversations, and expansion pitches.
Where to track: same business case or a new one?
You have two approaches depending on your situation: Add to the existing business case — The simplest path. Add a Value Realization Scenario directly in the business case you used to close the deal. Projected and realized value live side-by-side with zero setup overhead. Create a new business case and copy scenarios across — Better when you have a new opportunity in your CRM for the renewal or expansion. Create a fresh business case on that opportunity, then copy scenarios from the original deal’s business case into it. This keeps value realization tied to the right CRM record while still inheriting all your original calculations. When you are preparing a renewal or upsell, see Upsells and renewals for how to time the Value Realization story and reuse proof in the next pitch. Either way, you get:- No duplicate setup — copy your existing calculations instead of rebuilding them
- Flexible contract terms — the Value Realization Scenario has its own start date and duration, independent of future scenarios
- Optional comparison — when a future scenario overlaps your Value Realization period, the Value Summary can show realized and estimated curves together; you can also hide the estimated curve to lead with realized value only
Example: From business case to realized value
Let’s see how this works with a real example. Acme Co. builds a SaaS platform for customer support teams that automates responses to tickets. After customer interviews, they’ve determined their platform increases the number of tickets each rep can handle by 50%—meaning a smaller team can get more work done.The business case setup
During the sales process, Acme builds a business case for prospect Delta Corp with a use case called “Increase Support Team Efficiency”:| Input | Value |
|---|---|
| # of Reps | 10 |
| Avg. Tickets per Day (baseline) | 100 |
| Expected Rep. Efficiency Gain | 50% |
| Projected Annual Benefit | 100,000 USD |
Starting value realization
Acme creates a Value Realization Scenario in the same business case they used to close the deal:- They copy from the “Rollout Plan” scenario, which already has the use case and calculations
- They set the contract start to July 2025 with a 12-month duration to match the signed agreement
- They use the conversion helper on the “Expected Rep. Efficiency Gain” calculation (optional in real deals—they could also configure tracking another way), selecting “Avg. Tickets per Day” as the metric to measure monthly
- Each month, they enter the actual tickets-per-day number from Delta Corp’s system
The result
| Month | Avg. Tickets per Day | Efficiency Gain | Monthly Benefit |
|---|---|---|---|
| Aug | 88 | 0% | 0 USD |
| Oct | 115 | 15% | 6,000 USD |
| Mar | 158 | 58% | 9,000 USD |
| Total | 109,000 USD |
Key concepts
Before diving into the details, understand these core elements: Value Realization Scenario A special scenario in your business case that tracks realized (not projected) value. It has its own contract terms and supports time-series inputs for monthly tracking. Each business case can have one. Post-Sales Conversion (optional) A guided flow for reshaping common pre-sales calculations (often percentage-based) into absolute metrics and time-series inputs. It preserves the original assumption in a baseline input where applicable. You can track realized value without using it—monthly values and manual edits are equally valid. Time-Series Input An input that changes over time, with a value for each month of the contract when configured that way. You enter a new value whenever the measurement changes, and it carries forward to subsequent months automatically—whether you arrived here via conversion, direct edits, or another setup path. Improvement Metric The key metric you track over time that drives each benefit calculation. This is the input that changes as your customer adopts and uses your product—like “Avg. Tickets per Day” or “Time to Complete a Task.” Value Summary The dashboard view that shows total realized benefit up to the current month, per-use-case breakdowns, and a benefit-over-time chart. You can compare realized value to an estimated curve when a future scenario is available—comparison is optional. Milestone A checkpoint representing a key moment in realizing value—like “All Teams Onboarded” or “75% Monthly Active Users.” Milestones provide context that explains why measurements improved (or didn’t) in certain periods.Ready to start? The first step is creating a Value Realization Scenario in your business case.
Next steps
Follow the usual approach
Identify the right business case, review it against the deal, then add your scenario. Learn how
→
Create a Value Realization Scenario
Set up your scenario with the right contract terms and use cases. Learn how
→
Convert calculations (optional)
Use the guided flow when it helps, or configure tracking another way. Learn more
→
Record measurements
Enter monthly values as data comes in from your customer. Learn how
→
Track milestones
Mark key rollout checkpoints and implementation progress. Learn how →