Collaborative Value Assessment (CVA) is a structured, co-creation process between sales teams (seller) and customers stakeholders (buyers) to quantify the financial, operational, and strategic benefits of a technology investment. Unlike traditional, one-sided value calculations, CVA actively engages the customer in assessing and validating value, making the business case more compelling and personalized. It is a most effective High-touch sales method often applied by Technology Organizations for sales to High-value Customers.
Problem:
Due to the complexity of Collaborative Value Assessments (CVA) and the scarcity of expensive Value Engineering (VE) resources, VE teams typically cover only ~10% of the sales pipeline. This means Value-Based Selling is reserved for strategic accounts (the "cream of the crop"), while the remaining 90% of deals rely on traditional feature- and spec-based selling—missing out on the most effective sales methodology.
Solution:
With VVP, tech sales organizations gain a scalable, AI-powered engine to extend Value-Based Selling across the entire pipeline—empowering teams to engage the neglected 90% of opportunities with compelling, data-driven business cases. This is exactly what VVP delivers!
How CVA Fits Into Value-Based Selling
🔹 Value-Based Selling (VBS) focuses on selling outcomes and business impact rather than just product features.
🔹 CVA enables Value-Based Selling by transforming generic sales pitches into customer-specific value discussions, quantifying ROI, cost savings, efficiency gains, and risk reduction.
🔹 Instead of a vendor-led value justification, CVA involves the customer, ensuring the solution aligns with their business priorities, increasing buy-in and deal velocity.
The Problem: Why Sales Organizations Struggle to Adopt CVA
Despite its clear benefits, most sales organizations struggle to implement CVA effectively due to:
❌ Time & Resource Constraints – Building collaborative business cases requires significant effort, with Value Engineering teams only supporting the top 10% of high-value deals.
❌ Lack of Standardization – Many teams rely on ad-hoc spreadsheets, leading to inconsistent messaging and difficulty in scaling value assessments across the entire pipeline.
❌ Limited Customer Engagement – Traditional ROI models are static, making it hard to get customer champions actively involved in value discussions.
❌ High Cost of Value Engineering Support – Conducting CVAs at scale is expensive, requiring dedicated consultants or complex tools that demand heavy vendor support.
How ValueViewpoint.ai Solves the CVA Adoption Challenge
VVP makes Collaborative Value Assessments scalable, self-service, and fully automated—democratizing Value-Based Selling across the entire sales pipeline. With VVP, tech sales organizations gain a powerful engine to target the neglected 90% of opportunities, ensuring every deal benefits from value-driven selling. This is exactly what VVP delivers!
Self-Service, No Vendor Support Needed – Unlike traditional value-selling platforms that require consulting teams, VVP enables sales reps to create and refine business cases independently.
Seamless Transition from Outreach to In-Depth Value Assessment – VVP enables a smooth evolution from a "light" outside-in business case—developed by SDRs for personalized outreach and lead conversion—into a fine-tuned business case with detailed value drivers, process benchmarks, and deeper collaboration, serving as the core environment for Collaborative Value Assessment.
AI-Powered, Instant Business Cases – Sales teams can generate personalized value assessments in minutes, eliminating manual work and reliance on Value Engineers for every deal.
Customer Engagement via Interactive Value Models – VVP allows sellers to share a live value assessment link with customers, who can adjust inputs, validate assumptions, and provide feedback in real time.
Scales CVA Across the Entire Pipeline – With automation, VVP ensures every qualified lead receives a customized Collaborative Value Assessment, not just the top 10% of deals.
Behavioral Science-Driven Executive Reports – VVP generates investment-ready reports designed for faster decision-making, increasing the likelihood of executive buy-in.
The Future of Value Selling with VVP
With VVP’s automated Collaborative Value Assessment capabilities, sales teams can:
✔ Engage more prospects with value-driven conversations
✔ Eliminate manual effort & costly Value Engineering bottlenecks
✔ Empower champions with interactive, data-backed business cases
✔ Scale Value-Based Selling across 100% of the pipeline—not just high-value deals
🔗 Let’s explore how VVP can help your team scale value selling effectively!
https://valueviewpoint.ai/