IntelliCap really moved the needle for us.
~ Keith Krach, former CEO, DocuSign
Selling SaaS solutions over the past two decades has come under tremendous additional justification and scrutiny and the elements for a successful sale or purchase is substantially more complex when it comes to forecasting the potential financial and business value of a proposed solution. CFOs and senior financial executives are highly skeptical of technology expenditure requests and cost justifications developed either by vendors or internal personnel.
Technology vendors have made attempts to develop tools to calculate the value of their solution but they often miss the target because they are:
Too generous with calculation of benefits
Lacking in CFO-credible disciplines
Incapable of capturing SaaS's impact on a client's unique business processes with adequate customization or precision
Too closely attached in the customer's mind to a desired sales outcome for the vendor
SaaS buyers have financial skills and a good understanding of their operation and organization, but lack the ability to translate a solution's impact on their company's key financial metrics.
The market needed a way to identify, quantify, calculate and articulate in a CFO-credible manner, whether a SaaS solution offered a substantial, compelling and rapid financial impact that was superior to the other investment options for capital allocation.
I've been chartered with designing and developing the Product-Market fit, Value Proposition and Sales Strategy for a series of emerging companies and for each of those organizations, I integrated IntelliCap Customer Value Management. IntelliCap delivered the tangible evidence to test our product mapping to customer appetite, validate and strengthen our value proposition, and add Business Case disciplines to our sales process. IntelliCap's "Math" has been the cornerstone for my strategic successes.
~ Dave Frechette - CRO, Gloo and five-time customer with IntelliCap