B2B Value Models deliver an average estimated value of $13.13M per year, ranging from $2.79M to $30.33M. This shows that high-stakes B2B projects are expected to deliver massive value for the buyers.
The median Financial value is $12.51M, with the credible zone between $6.43M and $14.11M. Working with a Financial value under $2.79M might mean that vendors are underestimating the value they create. Working with a Financial value above $30.33M might trigger criticism and erode win-rate.
Ranges represent 25th-75th percentiles.
Everyone wants the biggest value possible. But a Financial value must be believable to the industry.
A Financial value too low won't appeal to the buyer, who will switch to another vendor.
An Financial value too high will trigger criticism from the buyer, who will heavily discount or criticize every point.
Industry benchmarked, but customized.
Using industry-based Financial value and sharing what worked with other companies is not driving trust.
While they are interested in validating past performance, B2B customers want to see their own estimation of the Financial value, based on their own data.
Proven strategies to differentiate your value proposition and win more deals
Increase it by identifying more impactful drivers. Review your metrics to ensure they're not under-valued.
Get more conservative, or focus on the most important drivers only.
Co-build the Financial value by having your lead enter their own, real metrics with you.
Do not estimate the Financial value alone, people give more trust in what they helped build.
A model without solid maths is an opinion, not a business case.
Get your value case stress-tested for what committees actually challenge.
Turn a vague value story into a model buyers can act on.
