This section delivers answers to the ‘Why‘ of BizKase. That is, what market dynamics and realities make BizKase valuable.
The Problem: Why Business Cases Fail & How It Costs You Sales
B2B buyers expect business cases that prove value, justify investment, and eliminate risk—but too often, what they receive falls short.
The “As-Is” Reality: How Buyers See It
Your customers are looking for a clear path from their current state (“As-Is”) to their ideal future (“To-Be”). They have a business problem, they think your solution can help, and they need to justify the investment. But today’s business cases create more challenges than clarity:
The result? 80% of buyers switch suppliers within two years due to unmet expectations (Accenture Interactive). Even if your product is a perfect fit, a weak business case can cost you the deal.
Why Most Business Cases Fail
A business case isn’t just a spreadsheet—it must be credible, conservative, and defendable at the board level. But today’s business cases fail for three key reasons:
Seller-Centric Assumptions Undermine Trust
Business Cases Are Too Complex to Defend
Sellers Struggle to Define & Communicate Value
The High Stakes: Career Risk & Lost Deals
Stakeholders are likely not to present a business case unless they:
If the case isn’t clear, credible, and conservative, buyers will hesitate. If your competitor’s business case is stronger, more defendable, and easier to present, they will win the deal—even if your product is superior. This is the problem BizKase is built to solve.
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