Better Business Cases
Best Practices for Financial Modeling in a Business Case
Context first, examples before equations, and a clean through-line from canary to impact with adoption curves and Monte Carlo bands.
Insights, strategies, and real-world examples from the Supercase methodology
Context first, examples before equations, and a clean through-line from canary to impact with adoption curves and Monte Carlo bands.
CROs and RevOps leaders don't win approvals by dazzling people with slides; they win by making decisions obvious, safe, and fast.
RevOps leaders and CROs don't need another "pitch." They need a business case that proves value, travels inside the buyer's org without you, and makes the decision obvious.
CROs and RevOps leaders don't approve software; they approve fixes. If your business case reads like feature theater, Finance will treat it like marketing.
Lead with a memorable number, tie to a stated priority and an urgent & important problem, show your work, and make the decision obvious in one skim.
When a RevOps leader or CRO reads a business case, they're looking for two things: a clear signal that the problem is real and urgent, and a credible way to quantify what fixing it is worth.
A strong point of view isn't a slogan; it's an operator's take on a real problem and a fix you can stand behind.
Say exactly what changes (in their system), ship minimal artifacts people will use, and make the CFO page skimmable.
Start with symptoms, walk to a causal root you can fix, define a Canary, and ask for a small, safe decision so your POV travels.
If your case reads like it was written outside the building, it dies in committee. Mirror language, governance, cadence, and artifacts so champions can lift-and-drop your work into internal workflows.
Test the approach, not "does it run"; goal is decision, not demo.
Lead with portable proof; if a test is needed, run the smallest, safest micro-test with buyer-defined guardrails and locked success criteria.
Compare Do Nothing, DIY, and Vendor on one steady frame with buyer-owned math so integrity—not spin—wins the decision.
Design the smallest credible test around buyer risks with a real Canary, weekly cadence, and a steady comparison frame so 'yes' is the path of least resistance.
Create proof that travels without you: a CFO page, a portable model Finance can audit, and operator artifacts teams can run tomorrow.
Replace opinions with an auditable Canary, govern with a short cadence, and prove value on a steady frame so decisions move fast.
Treat Do Nothing and DIY fairly on a steady frame, use buyer-owned math, and ask for the smallest, safest step to win approvals without theatrics.
Prevent drift by locking success, scope, and owners up front, inside a short timebox with a weekly decision cadence.
Every real decision collapses to three paths. Put them side-by-side with shared assumptions, show canary→impact→value twice (near-term and 12–18 months), and let a reasonable person choose without theatrics.
Demos don't win decisions—fixes do. Sell the fix in operator language with concrete changes, owners, measurement, and a safe proof on buyer data.
A Mutual Action Plan (MAP) is a collaborative document between sales teams and prospects that answers two critical questions: Who needs to do what? And when do they need to do it?