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Build a Value Hypothesis

Learning Objectives

After completing this unit, you’ll be able to:

  • Describe a value hypothesis.
  • Describe how Salesforce differentiators drive value.
  • Create a value hypothesis with discovery.

Picture Success with a Value Hypothesis

Through research and discovery, Grayson learned about Bloom Decor’s failed CRM implementation and their need for a better mobile solution to support account reps. Now, Grayson’s ready to bring that knowledge to the second step of value selling: Build a value hypothesis for Bloom Decor. 

A hypothesis is a proposed explanation for something—an idea as to why certain things happen the way they do. A value hypothesis, then, is a way to show your customer how you deliver value by understanding what they need and helping them get there.  

Think of it like this: Your value hypothesis—what Salesforce can do for your customer—is the bridge between their current pain points and future goals.

A customer walking across a bridge to success

How We Create Value

Grayson has some ideas for how Salesforce can work with Bloom Decor. Now it’s time to show them how he can create value that his competitors can’t. Grayson starts with the six differentiators that set Salesforce apart from his competition.

  • Intelligence
  • Speed with the platform
  • Mobility
  • Productivity
  • Connectivity
  • Customer success

Grayson knows that Bloom Decor sales reps are always on the go, so he focuses on mobility. Mobility is a huge Salesforce differentiator, but it’s also a pretty broad category. 

During discovery, Grayson finds that Bloom Decor reps want to work from their phones, so they can get things done in the field. Starting with the conservative estimate that our mobile-first platform can save each rep 45 minutes per day, a little back-of-the-napkin math makes our Salesforce value concrete.

Here’s Grayson’s calculation:

Saving 45 minutes per day = 10 percent of each work day = 1 month of each year

An extra month per year for each rep to drive more quota? That’s how you drive business value! But Grayson’s not done. To show further value, Grayson creates the following value hypothesis for Bloom Decor:

Pain Point
What Bloom Decor Needs
Bloom Decor’s sales reps can’t do anything on the go.
  • Mobile functionality
  • Workflow automation
  • Reports and dashboards
Bloom Decor needs to grow their business by 8 percent in the next two to three years.

Now that he’s shown Bloom Decor how Salesforce stands apart from the competition, it’s time to move on to step three in the value selling process: Build a cost-benefit analysis. Remember to work directly with your Salesforce AE on this.


Some of the resources suggested in this unit are accessible to Salesforce Partner Community members only.