SgtAE

Building business cases' for enterprise clients?

Hi team,

Hoping to hear from those experienced with building business cases. In our case we have portfolio owner of buildings who need business cases to provide a justification for initiating a pilot project.

Nothing immediate, but we're looking into a new customer segment and this is green for us.

Any templates, use cases or resources people would recommend to take a look at

TIA!

👑 Sales Strategy

📈 Closing

11 comments

Sort by:

GDO

Politicker

BDM

You should not build it for them. Build it with them. Use their way of communicating internaly

jefe

Arsonist

🍁

This is the best advice you'll get with the context you've given.

GDO

Politicker

BDM

thanks, I gues :D

braintank

Politicker

Enterprise Account Executive

We know nothing about what you do, so can't help much.

Generic advice is to do it jointly with the customer.

JustGonnaSendIt

Politicker

Burn Towns, Get Money

Business cases are based on the value you provide. Unclear what that is from your question.

Usually there are a few buckets to look at:
- How do you increase topline revenue for the customer
- How do you reduce fixed costs for the customer
- How do you reduce variable costs for the customer
- How do you enable more efficient utilization of resources (more output from constant costs)
- How do you improve the customer's ability to hedge against or reduce risk

Usually you would have an initial position, with some educated-guess numbers. Then you would talk thru the buckets you impact with the customer and begin learning what the real numbers you should be using for the calculation look like - Effectively build the case with the customer.

So I suppose the first recommendation is spend the time to understand what value your solution provides, then ask the customer about what their current drivers are in those areas.

Sunbunny31

Politicker

Sr Sales Executive 🐰

What's important about building the case with the customer is to understand what's of value to them - and how your solution aligns to that.

CuriousFox

WR Officer

🦊

Ding ding ding! Tell her what she won folks!

SoccerandSales

Big Shot

Account Executive

Typically it is best for that to be collaborative with your champion for best results. If you are trying to build a case to ultimately make someone into a champion it is going to require a good line of questioning and understanding the value that can be driven.

wolfofmiami

Opinionated

🐺

Ask chat gpt to build a template and be more specific

AnchorPoint

Politicker

Business Coach

Dig on their pain, have them express how much it hurts and the impact it is having on their organization, clients, employees, and them personally... have them tell you the cost and confirm urgency to fix it... done.

Archie

Fire Starter

Start with what there company does. Their main objective. Few key initiatives. And how your solution ties to those initiatives.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

SgtAE

Building business cases' for enterprise clients?

11 comments

Related posts

Building an Enterprise Sales Team from scratch

Building sales relationships with VCs

Professional relationships after leaving a company (Complex case)