So you’re dealing with big, hairy deals—multiple stakeholders, tons of moving parts, and everyone wants to see “the numbers.” You need a real ROI model, not a back-of-the-napkin spreadsheet. This guide is for sales engineers, solution consultants, or anyone who actually has to make Valuecore work for complex, custom deals.
No fluff. Just the steps, some honest warnings, and a few shortcuts you’ll thank yourself for later.
Step 1: Get Your Inputs Right (Or Nothing Else Will Matter)
Before you even open Valuecore, you need your raw materials. Most ROI models go sideways because someone guessed at the inputs. Don’t do that.
- Gather real customer data. If you don’t have specifics, get ranges or use industry benchmarks (just mark them clearly).
- Separate hard numbers from squishy assumptions. Revenue? Costs? Fine. “Strategic alignment”? Not so much.
- Talk to the right people. Finance will care about different numbers than IT. Get everyone’s input upfront.
Pro tip: The more time you spend here, the fewer embarrassing “wait, where did that number come from?” moments you’ll have with customers.
Step 2: Map Out the Deal’s Value Drivers
Complex deals aren’t just about savings or revenue. They’re about multiple levers. Lay them all out before you start building.
- List all the ways your solution delivers value. (E.g. cost reduction, headcount saved, increased revenue, risk avoided.)
- Decide what’s credible. Be ruthless. If you can’t back it up with data or a clear story, drop it.
- Group value drivers logically. If you’re selling to both IT and ops, don’t mash their benefits together.
What to ignore: “Soft” benefits like “improved morale” rarely sway a CFO. Stick to value drivers you can actually quantify.
Step 3: Build Your Model Structure in Valuecore
Now, get into Valuecore and set up a framework that’s flexible but not chaotic.
- Start with a template, if possible. Valuecore has some basics you can clone; don’t reinvent the wheel.
- Lay out your main input fields. Group them—by business unit, region, or cost center—so users don’t get lost.
- Define your outputs. What’s the headline metric? Net savings, ROI %, payback period, or all three?
- Map value drivers to outputs. Make sure each input has a clear path to an output. No orphans.
Reality check: Resist the urge to make it “comprehensive.” More inputs = more ways for users to break your model.
Step 4: Build Calculations—Keep Them Transparent
This is where most ROI models become black boxes. Don’t hide your logic.
- Use clear formulas. Show your math. Label your fields so anyone can follow the flow.
- Document assumptions inside the model. Valuecore lets you add notes or tooltips—use them for any guesswork.
- Let users tweak key assumptions. If you force static numbers, the model loses credibility fast.
What works: Walk through your calculations with a skeptical colleague. If they can’t follow, neither will your customer.
Step 5: Validate with Real-World Scenarios
No model survives first contact with a real deal. Test yours before rolling it out.
- Plug in data from past deals. Does the outcome look believable?
- Stress test extreme cases. What happens if the customer halves their headcount or doubles transaction volume?
- Check for “garbage in, garbage out.” Make sure the model warns or blocks outlandish entries.
Pro tip: Ask a rep or sales engineer who hates ROI decks to try breaking your model. If they can’t, you’re in good shape.
Step 6: Prepare Customer-Ready Outputs
It’s not enough to have a working model—the output needs to be clear, defensible, and simple to share.
- Customize the output for your audience. C-suite wants the big picture. Finance wants details. Ops wants to see how you got there.
- Use visuals sparingly. Valuecore has flashy charts, but don’t overdo it. One solid graph beats five confusing ones.
- Include a summary and a “what’s driving this?” breakdown. This is where you prove you’re not just making numbers up.
- Create exportable reports or PDFs. Double-check for embarrassing errors or placeholder text before sending.
What doesn’t work: Overloading slides with every possible metric. Pick 2-3 that matter, and keep the rest in backup.
Step 7: Make It Repeatable (But Not Rigid)
Complex deals will always have exceptions. The trick is balancing structure with flexibility.
- Save your model as a template. Tweak it for each deal, but don’t start from scratch every time.
- Standardize what you can. Inputs, outputs, and language should be consistent across deals.
- Build in “other” fields for custom cases. But flag them so you remember to review later.
What to ignore: Requests for “one model to rule them all.” That’s a fantasy. Aim for 80% consistency, 20% room for one-offs.
Step 8: Train and Get Feedback (Yes, You Have To)
Even the best model will flop if nobody knows how (or wants) to use it.
- Run a quick walkthrough with your team. Five minutes is better than nothing.
- Collect feedback from early users. What confused them? Where did they fudge numbers?
- Update documentation as you go. Keep it short—a one-pager beats a 40-slide deck.
Pro tip: Offer to walk through the first few deals yourself. You’ll spot issues faster than through a survey.
Final Thoughts: Iterate, Simplify, Repeat
Don’t expect perfection on the first try. The best ROI models start simple and improve with each deal. If something’s not working—too many inputs, outputs nobody cares about, calculations nobody trusts—cut it. Keep things clear, honest, and flexible. The goal isn’t to impress with complexity; it’s to help everyone make decisions with confidence.
Now go build something your CFO (and your customer’s) won’t roll their eyes at.