Sounds great. I can save you X in labor, help you grow X in revenue, and mitigate risk. Yet, I've won a lot of deals without it and find that most customers, even those interested in buying, don't really need it and rarely want to share that information with you. Maybe it's procurement coaching them in not providing the info or they know they need something.
I know a ton of former and current great AEs who say it's not necessary to win, but see these sales savants on LI say "its a must have"
To me, why are you changing and why are we the best partner to help you change