A customer needs a business case
Your customer is interested, but needs to justify the cost internally. We help your team prepare the financial analysis and presentation for that discussion.
A Kairos Advisory practice
Customer value consulting for enterprise technology.
Help customers understand the financial and operational value of your product.
Kairos works with sales, value engineering, customer success and product marketing teams to build customer business cases, develop executive presentations and create reusable value models and sales materials. We support individual customer opportunities and projects that strengthen an existing value practice.
01 / When to call
Where we can help
A renewal is approaching
You need to show what the customer has achieved, understand any shortfall and discuss what comes next. We compare available results with the original expectations.
Your team needs reusable value tools
Your team needs a model, discovery guide or presentation it can use across accounts. We build on your existing materials and make the assumptions and guidance clear.
You are reviewing pricing or packaging
You want to understand which customers benefit most, what creates that value and how it should influence your commercial offer.
02 / The work
Our services
Customer value discovery
Work with customers and internal teams to understand current costs, processes and performance, then estimate how your product could change them.
Business cases and ROI models
Build models of return on investment and total cost of ownership, test different assumptions and show how the financial case changes across scenarios.
Value storytelling and visual design
Shape the business narrative for the people making the decision, then turn the analysis into clear presentations, charts and diagrams. Give customer champions materials they can use in their own internal discussions.
Sales tools and value enablement
Build reusable value models, discovery guides and presentation templates that teams can adapt to different customers. Help sellers understand the assumptions, gather the right inputs and use the materials in customer conversations.
Pricing and packaging
Assess customer value alongside research, competing alternatives and delivery costs to inform packages, pricing metrics and commercial terms.
03 / How we start
Start with a
Customer Value Sprint
A focused engagement to build a customer business case, develop a reusable value model, or shape a business narrative and presentation for your team.
KAIROS01 / Financial model
The cost of the transition.
Cash spend · USD thousands · Base case
| Period | Current | Proposed |
|---|---|---|
| Year 1 | 440 | 520 |
| Year 2 | 440 | 320 |
| Year 3 | 440 | 320 |
| Total | 1,320 | 1,160 |
Three-year cash spend$160k lower
Year one includes $120k migration and $80k overlap. Engineering capacity is tracked separately.
KAIROS02 / Executive readout
Savings depend on
tool retirement.
Two views of the same case · Base case · illustrative work.
How the Sprint works
We agree one priority and the outputs needed, then work with your team to develop them. We build on your existing research, models and ways of working. Allow two to four weeks for a focused brief, depending on the work, available information and access to the people involved.
A customer case, a reusable tool and a presentation project each call for a different set of materials. We agree that set before work begins.
Choose the focus
- A customer business caseAn editable financial model and executive presentation for a purchase, expansion or renewal.
- A reusable value modelA calculator for an agreed use case, with discovery questions, scenarios and guidance for your team.
- A business narrative and presentationA clear argument for an agreed audience, with editable slides, charts and supporting evidence.
Each Sprint covers one agreed brief and a defined set of outputs, with documented assumptions, a handoff and one consolidated revision round. Additional accounts, use cases or ongoing support are scoped separately.
04 / Working together
How we work with your team
Agree the scope
Agree the customer decision or team need, the intended audience, the outputs and the deadline.
Review the information
Examine existing materials and speak with up to five agreed stakeholders to develop the model or narrative.
Review the work together
Review the analysis, narrative and visuals with the people who will use them and the stakeholders who need to validate them.
Complete the materials
Walk your team through the agreed materials, incorporate one consolidated round of feedback and agree who will maintain them.
Scope and responsibilities
Your team provides a project sponsor, relevant data and access to the people involved. We distinguish estimates from measured results and explain where a benefit depends on adoption or changes in how the customer operates.
Additional accounts, use cases, pricing projects and ongoing support or measurement are agreed separately. Software implementation, systems integration and outsourced sales are outside the Sprint. The analysis may support the purchase, suggest a change or identify a need for more information; it does not guarantee a sale or a financial return.
Start a conversation
Discuss your project
Contact Khayyam Shaikh to discuss what your team is working on, the customer or use case involved and the timing. We can then determine whether Kairos is a fit and what an engagement would cover.
Khayyam Shaikh
Kairos Value Works