The usual approach

Most teams follow the same practical sequence: find the account and business case, sanity-check the model against the deal, then create the Value Realization Scenario. This page walks through that flow.

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1. Identify the account and business case

Start from the account or opportunity you are responsible for and open the business case you will use for tracking. You already have a business case from the sale

• Prefer the business case that reflects the deal that was actually signed—especially if you had multiple versions during the cycle.
• If the renewal or expansion is on a different opportunity in your CRM, you can still use the original business case, or create a new one and copy scenarios so the record matches the new opportunity.

No business case exists yet

• Create a business case first and add the use cases and calculations you need. Value Realization builds on that structure; see Getting started: Create a business case and Scenarios.

Upsell, renewal, or new logo

• The same Value Realization workflow applies; what changes is CRM context and how you will use the story in the next commercial conversation. For pitching expansion or renewal with proof points, see Upsells and renewals.

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2. Review the business case

Before you add a Value Realization Scenario, confirm the model matches what you and the customer agreed. If there are multiple future scenarios

• Decide which scenario best represents the plan you are measuring against—often the rollout or “live” plan that matches the signed contract.

Use cases and timeline

• Check that use cases in scope, contract start, and duration line up with the agreement (including phased rollout if you modeled it that way).
• If the business case is out of date, update it now so measurements and the Value Summary tell a coherent story.

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3. Create the Value Realization Scenario

When the business case reflects the deal, add a Value Realization Scenario: set the real contract window, copy from the future scenario you chose, then record measurements as data is available. Use the optional Converting Calculations helper only when it fits your model—many teams also rely on monthly values or direct calculation edits instead.

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