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Creating a Value Initiative

This guide walks you from a blank prospect account to a populated value model using the Intelligence and Value Studio workspaces. By the end, you will have captured signals, mapped value drivers, attached evidence, and built a quantified value model ready for business case generation.

Who this is for

End User Admin Executive

Prerequisites

  • A signed-in session with access to a tenant workspace.
  • Optional: a CRM connection for automatic account enrichment.
  • Reviewed Core Concepts: Initiatives.

Step-by-step instructions

1. Create an account

  1. From the left rail, open Accounts.
  2. Click New Account, or use the Prospect Prompt Builder on the home page.
  3. Enter the company name, industry, and estimated annual revenue.
  4. Click Create and wait for the account overview to load.

Tip: Use the Prospect Prompt Builder for speed

Describe the account, buying context, and desired outcome in plain language. The system suggests signals and drivers automatically.

2. Capture Signals

  1. Navigate to the account and select the Intelligence workspace.
  2. Open the Signals tab.
  3. Review ingested market signals and accept or reject each trigger.
  4. For each accepted signal, add a note explaining why it matters to this account.

3. Enrich the account

  1. Switch to the Account Enrichment tab.
  2. Verify firmographics: company size, industry, annual revenue, and tech stack.
  3. If data is missing, click Refresh Enrichment to pull from connected data sources.

4. Map Value Drivers

  1. Open the Value Drivers tab.
  2. Link validated signals to specific business value drivers.
  3. For each driver, assign a category: revenue_uplift, cost_savings, or risk_reduction.
  4. Set a priority: Critical, High, or Medium.

5. Attach Evidence

  1. Open the Evidence tab.
  2. Add verified evidence points that support each driver.
  3. Upload documents, paste URLs, or link CRM records.
  4. Mark evidence as Validated once it has been reviewed.

6. Map Stakeholders

  1. Open the Stakeholders tab.
  2. Click Add Stakeholder and enter name, role, and contact details.
  3. Assign a buyer persona and set influence level: Decision Maker, Influencer, or Blocker.
  4. Link stakeholders to the value drivers they care about.

7. Validate Hypotheses

  1. Open the Value Hypotheses tab.
  2. Review AI-generated hypotheses mapped to product capabilities.
  3. Promote validated hypotheses and reject ones that do not fit.
  4. For each promoted hypothesis, check the grounding label: Evidence-backed, Assumption, Inference, or Fact.

8. Build the Action Plan

  1. Move to the Value Studio workspace.
  2. Open the Action Plan tab.
  3. Click Generate Recommendations from Hypotheses.
  4. Review the generated recommendations and expand each to see:
  5. Prospect Pain
  6. Root Driver
  7. Capability
  8. Projected Value

9. Populate the Value Model

  1. Switch to the Value Model tab.
  2. Enter or confirm formula variables: annual_revenue, employee_count, hours_saved_weekly, hourly_rate, implementation_cost, annual_license_cost.
  3. Add custom variables if needed.
  4. The system evaluates each driver formula automatically.

10. Review the Driver Tree

  1. Open the Driver Tree tab.
  2. Visualize how individual drivers roll up to total portfolio value.
  3. Drag to rearrange nodes or collapse branches.
  4. Click any node to edit the underlying formula.

Tip: Use the ROI Calculator next

After populating the value model, open the ROI Calculator tab to compute simple ROI, payback period, and 3-year NPV.

Permissions required

Role Permission Scope
User Create / Edit Assigned accounts
Admin Configure data sources / Enable tabs Tenant-wide
Executive View / Approve Portfolio

Limits and guardrails

Limit Maximum of 25 active value drivers per account when using graph-backed resolution. Limit Signal ingestion is rate-limited by domain and plan tier. Limit Evidence uploads are limited to 50 MB per file.

Troubleshooting

Issue: No signals appear for a new account

Cause: The account has not been enriched or the ingestion job has not completed. Resolution: Wait for ingestion to finish, or manually trigger enrichment from the Account Enrichment tab. Check Context Engine → Ingestion Jobs for job status.

Issue: Value drivers show missing variables

Cause: Formula variables rely on enriched profile data that is incomplete. Resolution: Populate annual_revenue, employee_count, or custom variables in the account profile or the Value Model tab.

Issue: Hypotheses have low confidence

Cause: Few signals were accepted, or accepted signals lack evidence. Resolution: Return to the Signals tab, accept more signals, and attach evidence before regenerating hypotheses.

Issue: Cannot see the Driver Tree tab

Cause: The tab requires the advanced tier or a specific feature flag. Resolution: Ask your admin to verify your tier in Workspace Settings → Team & Access → Roles.

Escalation path

If account creation fails repeatedly, contact your workspace admin or open a support ticket with severity P3 and the error message from the browser console.