Value & ROI model · 2.0
Separate potential value from realised return.
Build a structural value case, adjust for overlap, adoption and attribution, then compare the result with implementation and operating cost.
Scenario inputs
Cost of poor sales quality
Small uncertainty can become expensive downstream failure.
The purpose of control is to prevent avoidable effort, unsafe promises, margin loss and damaged customer trust.
UNCLEAR NEEDAssumptions enter discovery.
WEAK QUALIFICATIONEffort goes to low-fit work.
UNSAFE OFFERScope and risk remain unclear.
DELIVERY REWORKTeams correct the promise.
CUSTOMER & VALUE LOSSCredits, churn, delay and lost trust.