###### For Head Of Solution Engineering

# Synergizing Technical and Business Value: Optimizing Through Value Engineering and Quantification

Leverage Your Credibility with Customers to Assess Business 
and Technical Fit

### Problems

How often do you engage in an extended technical evaluation, only to discover at the eleventh hour – after gaining the technical win, that there is no internal champion with budget who has a clear understanding of the business value?

When this happens, the deal stalls, and your team becomes deflated given the Herculean investments they have made to win the deal.

### Meet and Exceed Your Goals

To prevent this, help your sales rep quantify business pain early in the sales process. Use discovery to understand:

- What they are paying on solutions today
- How much time and effort they are spending on activities
- How often they are experiencing costly incidents

Each of the leading sales methodologies – MEDDIC, Challenger Sale, Sandler, and Miller Heiman – suggests that you quantify pain and quantify value at key stages.

## ValueCore tools to help YOU succeed

#### Discovery Whiz

Enables blended, scripted technical + business value discovery – synchronizes all data with CRM to enable executive visibility and coaching. Automatically generates a customer-facing deliverable that nicely summarizes what was discussed, and creates a quantified pain statement.

#### Value Collaborator

Enables collaboration and creation of summary document which includes pain statement, value estimate, roadmap, technical criteria, milestones, and timeline.

### Deploy interactive ROI tools across   
your funnel — without slowing down your team.

From lead capture to QBRs, ValueCore helps you launch ROI tools where they’ll have the most impact — without adding overhead. Want expert help mapping it out?