• Value Case Tool Powered by Your Methodology
Value cases
your champion can trust
Most deals die when your champion doesn't have a credible data-backed "why buy" story. Cuvama's Value Case module turns discovery conversations into living, quantified "Why Buy, Why Me, Why Now".
THE PROBLEM
The deal dies after discovery. Here's why
80% of deals run without a business case. The ones that do often arrive too late, built from shallow notes, with no narrative your champion can actually use.
80%
of deals run with no value team support: your champion is on their own.
21%
average discount rate when there's no credible value case anchoring the conversation.
+52%
win-rate lift reported by teams using value automation. Most still don't have it.
Without a value case
- Discovery produces notes. Champion produces a deck. Finance asks a question nobody prepped for.
- The value team is bottlenecked on the top 5% of deals. The other 95% get feature pitches.
- Your champion loses credibility in the CFO meeting. The deal goes to "no decision."
- Procurement resets the conversation to cost. You discount to close.
With Cuvama Value Case
- Every deal carries a "Why Buy" narrative connected to quantified financial impact.
- The champion co-owns the story and can circulate it internally, without you.
- Finance reviews a case built in their language, anchored to their priorities.
- Value drives the decision. Discounting becomes the exception, not the survival strategy.
PRODUCT OVERVIEW
A living value case, governed by your methodology
The Value Case module is not a business case template. It’s a dynamic system that keeps story and numbers synchronized across the entire deal cycle from the first structured discovery conversation through to the executive-ready output your champion shares with the CFO.
- Step 1
Define your guardrails
Value drivers, personas, formulas, and proof points are configured once by your value team. Your methodology becomes the operating system.
- Step 2
Build the case with your champion
Structured challenges and outcomes surface by persona. Seller and champion work through a collaborative "Why Change" narrative as discovery progresses.
- Step 3
Share an executive-ready output
Narrative and numbers stay in sync. ROI deliverables, executive summaries, and value hypothesis reports are generated inside your guardrails: branded, shareable, defensible.
Story → Numbers
Narrative first, financial proof second. That's how our product is built.
FEATURES & CAPABILITIES
Every capability is built around one question: can your champion defend this case without you?
PROBLEM IT SOLVES
BUSINESS OUTCOME
WHO BENEFITS
USE CASES BY DEAL STAGE
One system, the whole deal cycle
The Value Case module does different work at different stages. Same system, same governed framework, the right surface at the right moment.
- Early Cycle
Structured Discovery
Surface persona-specific challenges and desired outcomes. Run a value-focused conversation without a blank page. Sellers use the app as a background guide or open it directly in the call.
- Mid Cycle
Collaborative "Why Buy" Story
Seller and champion build the case together. Discovery inputs connect directly to financial logic. Champion gets edit access to own the story internally.
- Proposal Stage
Executive-Ready ROI Output
Generate a professional Value Hypothesis report, executive summary, and ROI analysis, within your guardrails, in the buyer's branding. Sent to CFO and board sponsors.
- Post-Sale (Emerging)
Value Realization & Expansion
Value and discovery data flow through Customer Success and Account Management. Renewal and expansion cases built on the original value story, not a blank page.
DIFFERENTIATION
Every alternative leaves the hardest problem unsolved
The competitors you’re already evaluating either assume value discovery has happened or skip the governance layer that makes execution consistent. Here’s the gap each one leaves open.
| Segment | Typical competitors | The gap they leave | Cuvama’s position |
|---|---|---|---|
| Value Platforms & CVM Suites | Ecosystems, Xfactor / DecisionLink, Mediafly | End-to-end platforms, but discovery operationalization is shallow. Value governance isn’t the core story. | Specialist in the discovery → value case pipeline. We own the critical first motion that every platform depends on but none governs consistently. |
| Discovery & Deal Intelligence | Spotlight.ai, Poggio | Automates information gathering for sellers, but stops there. More data without governance is more noise. | Governance layer + closing motion. AI-generated discovery that feeds a governed, champion-ready value case – not just another research summary. |
| Case Builders & Execution Tools | Minoa, Symbe, Prezentor, Accord | Assumes the value story is already known. No input validation. Context-free speed produces fast cases built on unproven assumptions. | Smart before fast. Better discovery first makes execution faster and more credible. Story first, then the case. |
| ROI Calculators | ValueCore | Manual value driver identification, no discovery layer, blank-page problem. Customization is expensive and ongoing maintenance is a burden. | Pre-configured SaaS patterns + AI eliminates the blank page. Pattern-based discovery beats manual setup. That’s how you scale without a consultant on every deal. |
The question competitors don't answer
"How do you actually govern and operationalize value discovery consistently across the entire sales team?"
That's what Cuvama owns. Pre-deal value qualification and governance. The discipline competitors assume has already happened, and that almost never has.
PRICING & HOW TO BUY
Three ways to start. All include the same platform and expert support
Every organization buys differently. Some want to start small and prove value before committing. Others want unlimited access from day one. A few want us to share the risk entirely, with skin in the game.
Quick-Start Packs
Best for teams who want to prove value before committing, or run a focused trial with a subset of sellers. Low risk, fast start.
How it works
Buy a starter pack from $10k and use it across either capability: Discovery Cases at $250 each, Value Cases at $500 each. No annual commitment required.
Platform Fee
Best for teams ready to operationalize value selling across the full GTM motion. Unlimited usage, predictable investment, no per-seat friction.
How it works
Annual fee based on your direct sales team size and the number of product or solution offerings you need modeled. Includes a growth buffer — no per-seat friction mid-contract.
Success-Based
Best for organizations with established baselines on win-rates and deal velocity who want to de-risk by tying investment directly to outcomes.
How it works
What you pay is linked to the outcomes we drive together. We take baseline measurements at the start and attribute results through Salesforce integration, so the numbers aren’t opinions, they’re observable.
TYPICAL INVESTMENT RANGES
Indicative annual investment ranges
Emerging
value motion
First value model in production. Measurable lift on must-win deals within 6–9 months.
- 1 value leader
- 10–25 sellers
- 1–2 primary value models
- Single region
Scaling value across
the pipeline
Value methodology across all opportunities. Living business cases on late-stage deals. ~150 deals influenced instead of 15.
- Dedicated value team
- 25–75 sellers
- Multiple products or regions
- 3 languages
Global / Complex
Enterprise
Governed value models across business units. Analytics on adoption, velocity, and win-rate uplift. Executive-ready cases on every must-win deal.
- Global value org
- 75+ sellers
- Multi-product, multi-region
- Several value models
NEXT STEPS
Arm your champion with a case that closes
Even when you aren't present. At scale. Across every deal in your pipeline.
FAQS
The questions we get most often
Is this just an ROI calculator with better UX?
No. ROI calculators start with math and assume you already know what to model. The Value Case module starts with structured discover: challenges, personas, desired outcomes, and builds the financial case from that narrative. Story first, numbers second. The governance layer is what makes it consistent across your team, not just accurate for one seller on one deal.
Our pre-sales team already builds great business cases. Why do we need this?
They do, but only for the top 5% of deals. The problem isn’t the quality of what your best people produce. It’s that the model doesn’t scale. Cuvama operationalizes what your value engineers do intuitively, across 100% of the pipeline, without the handholding.
We use [Minoa / Accord / Symbe]. What's the difference?
How do we get sellers to actually use it?
How does the implementation actually work?
Three structured workstreams: refine your value proposition (workshops over 3–4 weeks), build the discovery playbook and enable your team (1 week), configure the platform with your models and Salesforce integration (runs in parallel). Target: live within weeks of contract signature.
What if buyers don't want to share information in the system?
The champion controls what they see. Sellers configure which sections are visible before sharing. Access can be view-only (comment and suggest) or full edit for deeper co-authorship. The case is designed to be shared at whatever level of detail the champion is comfortable with.