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value-story-framework skill

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/plugins/enterprise-sales/skills/value-story-framework

This skill helps craft executive-ready value narratives and ROI stories by translating discovery insights into quantified impact for enterprise pursuits.

npx playbooks add skill gtmagents/gtm-agents --skill value-story-framework

Review the files below or copy the command above to add this skill to your agents.

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SKILL.md

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---
name: value-story-framework
description: Use to craft executive-ready value narratives and ROI/TCO stories for
  enterprise pursuits.
---

# Value Story Framework Skill

## When to Use
- Translating discovery insights into quantified impact stories.
- Preparing executive briefings or RFP narrative sections.
- Aligning sellers, value engineers, and finance on assumptions.

## Framework
1. **Headline Impact** – state quantified outcome (savings, revenue, risk reduction) with time horizon.
2. **Driver Pillars** – break impact into 3-4 drivers with supporting data or benchmark references.
3. **Proof Layer** – attach customer stories, product metrics, or analyst stats per driver.
4. **Execution Plan** – outline phases, required resources, and success metrics.
5. **Decision Ask** – specify commitments, timeline, and next-step expectations.

## Templates
- Value narrative deck outline (headline, drivers, proof, plan, ask).
- ROI/TCO worksheet with inputs, assumptions, scenario toggles.
- Executive one-pager layout for CXO readouts.

## Tips
- Keep assumptions transparent; include sensitivity +/- ranges.
- Mirror customer language from discovery to reinforce credibility.
- Pair with `cxo-briefing-kit` to ensure outputs land with each stakeholder.

---

Overview

This skill helps craft executive-ready value narratives and ROI/TCO stories tailored for enterprise pursuits. It converts discovery findings into concise, quantified outcomes that resonate with CXOs and finance teams. Use it to align sellers, value engineers, and stakeholders around a single, defensible value proposition.

How this skill works

The skill structures a value story into five parts: a headline impact, driver pillars, proof layer, execution plan, and a clear decision ask. It generates templates for decks, one-pagers, and ROI/TCO worksheets that include inputs, assumptions, and scenario toggles. Outputs emphasize transparent assumptions, sensitivity ranges, and customer-language alignment to improve credibility and adoption.

When to use it

After discovery to translate insights into quantified impact for executives
When preparing RFP responses or executive briefings
To align sales, value engineering, and finance on modeling assumptions
Building an ROI/TCO worksheet to validate investment decisions
Creating a CXO one-pager or briefing for decision acceleration

Best practices

Lead with a single quantified headline impact and a clear time horizon
Break impact into 3–4 driver pillars with evidence per driver
Make assumptions explicit and include sensitivity ranges (+/–) for key inputs
Mirror the customer’s language and metrics from discovery to build trust
Attach proof points (customer stories, metrics, analyst citations) to each driver

Example use cases

Crafting a one-page executive summary that states expected revenue lift over 12 months
Preparing an ROI worksheet for an enterprise TCO comparison between on-prem and cloud
Designing a sales-ready deck that splits total impact into operational, cost, and revenue drivers
Aligning cross-functional teams on required resources, milestones, and success metrics
Producing a decision ask that specifies commitments, timeline, and next steps for procurement

FAQ

What does the headline impact include?

A single, quantified outcome (savings, revenue, risk reduction) with a clear time horizon and confidence level.

How detailed should assumptions be?

Be explicit and concise: list key inputs, their sources, and sensitivity ranges for the main drivers.