1
Quantify
Quantify the potential value impact of the SAP solution on the customer's business, in a way that is reasonable and defensible.
SAP Partners' Value Selling Enablement
Selling Value,
not Features.
This portal guides SAP partners trained by TVST — Marpas Hills in building and delivering Unsolicited Business Cases, when an opportunity is moving slowly or has stalled. This classic business case (ROI, NPV, IRR, Payback Period), built with public information, assumptions, and benchmarks ("outside-in"), draws the client's attention to the value of investing in the SAP solution and invites them into a collaborative business case to refine the numbers and reach a well-founded decision.
The approach
Two challenges to solve
Producing and delivering an Unsolicited Business Case with real impact means solving two challenges. The sections below guide SAP partners through both, and introduce a set of specialized AI agents built for each step along the way.
2
Communicate
Communicate the value through a narrative that is effective and attuned to the client's priorities, culture, and interpersonal style.
Challenge 1
Value quantification
Five steps produce a reasonable and defensible outside-in value quantification for an SAP solution, using specialized AI agents and a Business Case app.
1
Get a clear, in-depth understanding of your prospect
Start by understanding the target client in depth: its operations, size, structure, leadership, financial performance, and the challenges it faces at both the industry and company level. Private companies often publish little information, which makes this research harder. The TVST Company Profiler AI agent builds a client profile from verified public information, or from solid assumptions based on comparable companies of similar industry, region, and size, backed by benchmarks from reliable sources.
If you don't yet have a strong profile of your target client, let the TVST Company Profiler help.
2
Identify the KPIs for your Business Case
If you already know which solution to offer and can identify the KPIs for an outside-in business case, see the full KPI list in the TVST BC App and in the TVST BC Manual.
With a net-new client, you may be unsure which solution to lead with. In that case, the TVST Value Map Builder AI agent helps identify the solution that best addresses the client's challenges. Give it the company profile from the Company Profiler, plus basic information on the solutions you're weighing, and you'll get a prioritized table of the best-fit solutions and the KPIs to use in your business case.
3
Get the inputs for your business case
With the client profile from the Company Profiler, your chosen SAP solution, and the KPIs you've identified, the TVST Business Analyst AI agent helps you gather the inputs for your business case from public, reliable sources. Where actual data isn't available, it provides a reasonable and defensible assumption, based on benchmarks from companies of similar sector, region, and size.
4
Build your business case
Using the inputs from the Business Analyst agent, and all cost components in your offer (ACV, implementation costs, other costs), you're ready to build your business case. Choose a reasonable timeframe (3 or 5 years), factor in the estimated implementation/adoption time, and set the discount rate. Build it in the TVST BC App, which includes almost 50 of the most relevant KPIs for SAP business cases. This app is designed so that people with no prior experience in creating business cases can learn the logic of value calculation and can move forward with greater confidence to using SAP VLM.
Business Case app Manual
Concepts, formulas, inputs and worked examples for the 47 KPIs, plus business case and value realization concepts, benchmarks and sources · Updated July 30, 2026
Download the manual (PDF)5
Validate results with a TVST Value Engineer
To validate your business case and confirm it falls within reasonable parameters for a client presentation, contact the TVST value managers at courses@valuesearchteam.com.
Challenge 2
Value communication
A solid, defensible outside-in business case sets you apart and grounds the commercial conversation in value rather than product features. But numbers alone don't make the case — you need a story to carry them.
1
Create your Value Storytelling
Value storytelling presents a solution's benefits through a story that shows how it solves specific customer problems and delivers measurable economic results.
The TVST Value Storyteller AI agent helps you build a compelling, persuasive Value Storytelling, using TVST's C.O.N.T.E.X.T. Framework™ to ensure it fits your client's culture. The framework draws on research from multiple sources to give you a systematic way to understand, analyze, and adapt value storytelling to any cultural context, while keeping the core effectiveness of TVST's proven methodology.
2
Build your presentation
Using your Value Storytelling, the TVST Story 2 Deck AI agent helps define the headlines for the 3–5 core slides of your PowerPoint presentation, and suggests the best content for each slide to support what the headline says.
3
Ask the customer for time to meet
The TVST Story 2 VITO agent helps you write a culturally tuned, senior-executive "VITO letter", for email, LinkedIn, or other channels, requesting a meeting to present your Value Story.
4
Prepare for the client meeting
The TVST Q&A Sparring GPT helps you prepare for your presentation: upload your deck, describe your audience, and the agent generates the questions that audience is likely to ask. It can also help you draft the best short and long answer for each one.
5
Sharpen your interpersonal skills
The rational argument in your Value Storytelling is only half the story. The other half is you: your ability to listen, read the client, communicate with presence, and handle rejection without losing momentum.
This 30-minute training covers the theory behind the interpersonal skills that make a seller successful. Then, in the AI Sales Simulator, you'll put them into practice through realistic scenarios: a named client, a real company, genuine interpersonal tension, and choices with consequences. At the end, you'll get a personal analysis of which skills worked in your favor, and which ones to develop.
Support
Questions along the way?
For any questions or support, contact the TVST value managers at courses@valuesearchteam.com.