Imagine you're remodeling your kitchen. A calculation-based approach would be the equivalent of an architect coming in, taking some rough measurements, plugging numbers into their software, and handing you a blueprint with a price tag - that's your renovation "value" presented as a calculation.
But think about how unsatisfying that would be.
The architect didn't take the time to understand how you actually use your kitchen daily. They didn't ask about your cooking style, entertaining needs, aesthetic preferences, or future plans like starting a family. They just ran some numbers without experiencing the context of your life.
Now let’s take the opposite experience-based approach. We're the architect who spends time in your current kitchen, observes your routines, listens to your hopes for how you want it to look and function. We then co-create an iterative design in our software platform, where you can move things around, see it from all angles, and make sure it aligns with your deeper experience goals. We guide you through material/appliance choices based on how you cook.
The value emerges organically from that interactive experience, not from an upfront calculation. When the renovation is done, the value isn't just the new kitchen - it's how energized and inspired you feel in that space because it was tailored to your specific experiences, not treated as a math problem.
The same fundamental definition of value transcends kitchen renovations to how we B2B sellers work with our customers. Value sellers focus on experience. They leverage a digital collaborative workspace to co-create value with the customer and move through the Value Validation Framework:
- Objectives
- Tactics
- Root Cause Problems
- Metrics
- Targets
- Timelines
At each step, the customer feels heard and dynamically participates in shaping and refining the plan before their eyes.
These value sellers routinely beat their competitors who present value as a rote calculation - plug in some numbers and out pops a PDF report claiming 2000% ROI. True value isn't something that can be reduced to an equation on a static document.
Value is an experience.
