Value Drivers of B2B Value Models have an average value $2.79M, ranging from $85k to $17.33M. This shows that high-stakes B2B projects delivers value across multiple areas.
The median value of Value Drivers is $1.73M, with the usual zone between $715k and $3.69M. Value Drivers with a value under $715k will appear as insignificant to the customers. Value Drivers with a value above $17.33M might appear over promising and trigger criticism.
Ranges represent 25th-75th percentiles.
Everyone want to have the full picture. But lowest valued drivers are superfluous.
B2B business cases tend to negociate massive value for the clients. Including low value Value Drivers will dilute the message and the attention.
It also creates a massive risk of being perceived as a "nice little commodity" instead of a real value-driving opportunity.
Too high value, and you lose trust.
A Value Driver that has value that is too high risks to trigger skepticism.
When this happen, clients are naturally severly discounting all the estimations to get something more conservative.
Proven strategies to differentiate your value proposition and win more deals
Drop these Value Drivers. They don't drive enough value, and dillute the message.
Be more conservative in your estimations. It will build trust.
Co-build the Value Drivers by having your lead enter their own, real metrics with you.
Do not do the exercise on your own, people give more trust in what they helped build.
It's usually the one nobody challenged first.
Get your driver estimates checked before your buyer does.
Build estimates grounded in our analyzed and real benchmark data, not guesswork.
