In-depth reference pieces, each answering one specific question — how to quantify cybersecurity ROI, what a CFO-ready SaaS case contains, which statistics you can cite. They go deeper than the blog; for playbooks that walk through a live deal, see the guides.
Not theory. Not framework summaries written by someone who's never been on the call when a CFO starts asking where a number came from.
These articles are for the people on the front line of late-stage deals: pre-sales engineers building the model, RevOps leaders trying to fix no-decision losses, sales leaders coaching reps through procurement. Each one unpacks a specific failure mode and what to do about it.
The patterns we see most often:
If you've watched any of those happen, the library below is for you.
A definition of value engineering in B2B sales, how it works in practice and how a team can start.
Read ArticleWhy deals your champion loves still die in procurement when the ROI isn’t credible, and how winning teams fix it.
Read ArticleHow the CFO, CIO and procurement each evaluate a deal, and how to tailor the case for each without contradicting yourself.
Read ArticleThe step-by-step method: value drivers as formulas, assumptions tied to the buyer’s own data, payback, sensitivity and an auditable model.
Read ArticleWhat business case software does for SaaS sales teams and what to look for when choosing it.
Read ArticleHow to prove ROI on breaches that didn’t happen by modeling expected loss before and after a control.
Read ArticleHow business case software turns risk reduction, breach cost avoided and operational savings into a CFO-ready model, and how to choose it.
Read ArticleValue selling and B2B buying benchmarks for 2026, each figure cited to its primary source.
Read ArticleBreach cost, detection time and risk reduction figures, cited to IBM, Gartner and Forrester.
Read ArticleHow RevOps can operationalize value so buyers build internal consensus instead of letting qualified deals end in no decision.
Read ArticleHow to build ROI calculators whose outputs buyers can use in their own purchase decision, not just lead-capture widgets.
Read ArticleEight criteria that separate a real value selling platform from an ROI-calculator widget.
Read ArticleHow value selling platforms compare on ROI calculators, business cases, guided discovery and value engineering workflows.
Read Article