For revenue operations
Give the business-case step a clear definition of done.
Your team may have a forecast process and a deal-review cadence, while purchase justification still depends on whoever built the last spreadsheet. Serre gives reps shared context and value logic to work from.
Standardize the reusable work.
Bring solution knowledge and business logic into a common foundation. Use Guided Discovery to develop relevant account context, then review the buyer-specific inputs as part of the case.
Consistency starts with clear responsibilities: who maintains the model, what the rep confirms and who reviews the result.
A useful case should answer the same questions.
The answers will vary by opportunity. The standard for reviewing them should be clear.
Problem
What does the buyer recognize as needing to change?
Evidence
Which inputs are confirmed, and which are estimates?
Economics
What benefit and cost assumptions shape the conclusion?
Decision
Who will review the case, and what needs to happen next?
Work through the process before expanding it.
Choose a solution, a model owner and a few participating reps. Follow the work from preparation to buyer review and identify where effort or corrections accumulate.
Discuss your reporting and integration requirements alongside that workflow so the evaluation reflects how your team actually operates.