Value-based sales for software · for providers of B2B software, SaaS and AI solutions

Your customer buys the software when they believe in the value.
We make that value provable.

What your solution changes in your customer’s processes, we work out together with them — using their numbers. In the end they hold the calculation they need for their own sign-off.

Lead time

−58%

Value over 5 years

800,000€

Payback

11months

What this does for your sales team

Faster dealsYour customer knows early what the rollout is worth and no longer needs to think it over.
Less discountOnce the value is on the table, the conversation stops being only about price.
Higher win rateYour contact becomes an internal advocate, because they did the maths with you.
Safer renewalsAfter the rollout, the same calculation shows what the software actually delivered.

Module 01 · Discovery project

Your value model. Derived properly, once.

Every piece of software takes effect at a different point in your customer’s process. With AI solutions that is even more true: the effect sits deep in the workflow, and nobody at the customer has comparable figures yet. So we look closely at the start, together with your sales team and your product people. Not a large programme — a manageable project with one clear result.

How your software takes effect: which feature changes which step at the customer
How strong the drivers are and where they land in your customer’s business result
Who this applies to: segments, roles and the arguments that count there
What belongs in your communication, from the website through to the proposal

The result is your value model. It carries the calculator, the Value Assessment and every report your sales team produces afterwards.

FeatureEffect at the customerIn the business result

Automatic capture→Fewer manual entries→Labour cost

Connected data→Fewer errors and rework→Cost of errors

Approvals in the system→Shorter lead time→Revenue earlier

Analysis at the touch of a button→Decisions based on data→Scrap and risk

An example chain of effects. In the discovery project we build it for your solution, with figures your sales team can stand behind.

Module 02 · Website

The ROI calculator on your website.

Your prospect wants to know early whether the rollout pays off. The calculator gives them a first answer: a few inputs, the result as a report by email. You get the contact — and a sense of how big the project will be.

Calculates with the value drivers from your value model, not with invented numbers
Embedded with one line of script — it sits on your site as if it were part of it
Every report is a contact with a budget range
In your design, with your logo and your colours

Example · digitising one department

People in the department18

Hours per week spent capturing and searching6

Rework caused by errors8 %

Licence per year60,000 €

Value per year

—

Payback

—

ROI over 5 years

—

your.address@company.comReport by email

Simplified example: internal hourly rate 55 €, 45 working weeks, one-off rollout cost of one and a half annual licences. Your calculator runs on the value drivers from your value model.

Module 03 · Sales conversation

The Value Assessment. Calculated with the customer.

In the sales conversation the estimate becomes a business case. You calculate with your customer on screen, on site or online: effort, cost of errors, lead times, capacity. The value drivers come from your value model, your customer enters their own figures. After one to three sessions they hold the numbers for their sign-off.

A guided conversation instead of a slide deck
Every assumption is transparent and can be checked
A PDF report as the result: ROI, payback period, net present value, cost of doing nothing

Manual effortCapturing, searching, re-keying

Errors and reworkCorrections, queries, duplicated work

Lead timeIdle and waiting time in the process

CapacityCapacity that is freed up

Revenue and marginFaster delivery, less scrap

Your drivers missing?In the discovery project we derive them from your solution.

The result: a business case your contact presents internally.

Investment and value per year, break-even, assumptions and sensitivity on one page — as a finished PDF for the sign-off.

Module 04 · Software platform

The Impact Discovery Platform. This is where you calculate with your customer.

The platform is built for the joint session: your sales team and your customer work on the same model, see the same assumptions and change them together. That is where trust in the number comes from — and the number becomes one your customer defends internally. Whatever they entered on the website is already there.

Guided flow in the Value Assessment — **A guided flow.** Configuration, current situation, value, result — in that order through the conversation.

Overview with value, investment, net present value and ROI — **The result at a glance.** Value and investment per year, net present value, ROI and payback period.

Net value per year as a bar chart — **Net value per year.** When the project turns positive and what is left afterwards.

Calculate together with the customer. Built for the session with your customer, on site or online. They see every assumption and can change it.
Share a project space with the customer. A joint area for the proposal, files and all the figures — both sides work on the same version.
Business case as a model and as a Value Report. The customer gets the document, your sales team keeps the model and can run variants.
Share information and see activity. You see who opens which document and who is working on the project.
One system for the whole team. Sales, sales management and customer success work on the customer project with all data in one place.
Keep calculating after the rollout. In the Value Review you compare forecast and actuals with your customer — the basis for renewal and expansion.

Impact Discovery PlatformQuick Value Check · Value Assessment · Value Review · business cases and reportsBook a value call

Module 05 · Consulting and transformation Alongside your business or as a core project

We turn your sales team into a value-based sales team.

When the value argument is meant to stick across the whole sales team, we support the build-up. Either alongside day-to-day business or as a core project. Modules 01 to 04 are also available on their own.

Step 01

Introduce the modules

Calculator and Value Assessment run on the platform. Your team calculates the first projects together with us, then on their own.

Modules 01 to 04 · from day one

Step 02

Anchor the value argument in your proposals

Business case and Value Report with matching wording for every segment. Your proposals show the value before the customer asks about price.

Proposal · presentation · conversation guide

Step 03

Build value-based sales

A value-driven sales process, coaching for the teams, connection to your CRM. Plus value campaigns: approaching new customers with worked examples and anchoring those campaigns systematically in the sales organisation — for more new business and better results.

Process · coaching · CRM · value campaigns

We have already built this

„It is astonishing — almost every customer we ran an IMPADY Value Assessment with for LabV signed a contract.”

Charles Jouanique · Chief Revenue Officer · LabV Intelligent Solutions GmbH

Customer feedback · Charles Jouanique on working with IMPADY

The next step · free · 30 minutes

The value call. Afterwards you have clarity.

Bring a current proposalor a typical case from your sales pipeline. Anonymised is fine.
We show the two or three strongest value driversand what a business case makes of them: value, payback, cost of doing nothing.
You leave with claritywhich module fits you, what it delivers and what the next step is. No obligation.

Dr. Marco Link

Managing Director
B2B software, SaaS and AI solutions