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Aug 27, 2026
The five model mistakes are named and documented. They still reach finished business cases. The gap isn't knowledge.
Aug 25, 2026
The framework names the Metrics field. It never tells anyone how to produce the number inside it.
Aug 21, 2026
More than 90% of B2B buying happens without the seller in the room. Write for that room.
Aug 19, 2026
Customer co-creation of the value model correlates with 3.4x higher odds of winning.
Aug 13, 2026
Five open JSON schemas make value models and pricing models machine-readable.
Aug 11, 2026
Polishing a number in a better font does not make it defensible. Finance can tell the difference, and that difference decides the deal.
Aug 5, 2026
The cost math on the $200K hire, a 90-day rollout for the teams that skip it, and the software that does the production work.
Jul 31, 2026
The six-section structure that survives finance review, starting with what the finished document actually looks like
Jul 28, 2026
The four things that trigger the finance team's discount reflex, and the four that neutralize it
Jul 22, 2026
The valueIQ MCP Server is live. It generates value cases from deal context, in real time. No library required.
Jul 21, 2026
The best sellers get a workday a week back from the spreadsheet, and it shows up where deals actually close
Jul 16, 2026
Knowing who the economic buyer is isn't the same as securing their financial approval -- and the gap is where late-stage deals slip to procurement.
