Build a Quantified Value Model From Discovery Notes
Turn unstructured discovery notes into a quantified value model.
The buyer shared a lot of frustration but no organized value case: delayed launches, approval confusion, analyst cleanup, and vague interest in faster execution. Value model = buyer job -> pain mechanism -> metric -> likely gain The common trap is copying stakeholder quotes into a recap and calling that a business case. Quotes create color, but they do not yet create a proof path. Step 1 Name the buyer job precisely: launch campaigns on time without compliance misses. The job is the anchor. It tells you which details matter and which are noise. Step 2 Isolate the pain mechanism:…
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