Created by Stefanos Karakasis. Format by Fluint.

• Aligned to an existing business initiative or project

• Timebound with a critical event date.

• Executive sponsor identified. | Standard "persona-based" use case, no owner. | | | | Account-specific project with a sponsor. | 3 | | Problem Statement:

• Measured a high-cost problem with customer-validated metrics.

• Identified who's impacted with consensus from multiple people.

• Problem framed around multiple levels of impact.

• The problem's getting worse with time. | No problem consensus or customer metrics. | | | | Negative impact framed, measured, agreed on. | 3 | | Recommended Approach:

• High-priority, required capabilities align with competitive differentiators.

• Signoff from everyone across end users through Security/IT/etc.

• Alternative approaches openly discussed and ruled out. | Feedback limited to a narrow group, without set buying critera. | | | | Multiple roles confirming 'vendor of choice.' | 2 | | Payoff / Target Outcomes:

• Specific outcomes metrics identified.

• Customer-validated input measuring change from current to future state.

• Applicable scenarios and sensitivities labeled.

• Vivid language building emotion beyond just "ROI." | General marketing speak, like "improved efficiency." | | | | Detailed value case validated by customer. | 2 | | Required Investment:

• Budget and commercials signed off by budget owner + procurement.

• Dedicated people resources reserved for rollout plan.

• Go-live date anchored to a customer-provided 'critical event.'

• Backdated series of steps included to reach customer outcome. | Vague or zero next steps without dates and resources. | | | | Specific go-live plan with budget and people resources. | 3 | | TOTAL | | | | | | 52% |

Legenda

1. As the deal progresses and strengthens over time, expect the business case score to increase.
2. If the business case doesn't pass the minimum standard, there's work to be done before advancing a stage.
3. Following this standard helps sellers identify deal risk/gaps, while preventing missed forecasts/slipped deals.

<aside> <img src="https://s3-us-west-2.amazonaws.com/secure.notion-static.com/86c60d34-3c7f-4292-9ce3-f1607414eb39/Stefanos.png" alt="https://s3-us-west-2.amazonaws.com/secure.notion-static.com/86c60d34-3c7f-4292-9ce3-f1607414eb39/Stefanos.png" width="40px" /> Hello, I’m Stefanos

I’m the creator of this Notion template. Check out more Notion templates on Gumroad.

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