A strong value hypothesis and point of view (POV) are essential for successful sales engagements. PG:AI helps you build these by automatically analysing account data and aligning it with your organisation's unique value proposition.

Drive Strategic Conversations

Accelerate Sales Cycles

Improve Win Rates

Before building your value hypothesis with PG:AI, ensure you have:

1. A clear understanding of your organisations value proposition and capabilities

2. Access to the prospect's company in PG:AI

3. Knowledge of which key stakeholders you'll be engaging with

Follow these steps in PG:AI to build a compelling value hypothesis for your prospect:

You can use PG:AI to quickly research understand their current state.

💡 Pro Tip: Use the AI Assistant to ask specific questions about unclear points, like "How does their digital transformation strategy relate to their operational risks?"

### Step 1: Understand the Current State

Use PG:AI's Overview tab to gather critical context:

**Business Context**

- How they make and lose money

- SWOT analysis

- Organizational structure

- Geographical operations

**Strategic Elements**

- Strategic priorities

- 2-year goals

- Digital strategies

- Key risks and challenges

**Market Position**

- Competitive landscape

- Industry trends

- Market challenges

- Growth opportunities

### Step 2: Identify Value Drivers

Navigate to PG:AI's Engage tab to analyze:

**Value Pyramid**

- Core business drivers

- Strategic initiatives

- Operational challenges

- Potential quick wins

**Three Whys Analysis**

- Root causes of challenges

- Business impact

- Urgency factors

**Initiative Deep Dives**

- Specific projects and programs

- Resources allocated

- Expected outcomes

- Timeline and priorities

### Step 3: Map to Your Solution

Use PG:AI's Custom Insights and Use Cases to:

1. Identify direct alignments between prospect challenges and your capabilities

2. Quantify potential impact using similar customer success stories

3. Develop specific examples of how your solution addresses their unique situation

## Building Your Point of View

### Framework Components

1. **Situation Analysis**

- Current state assessment

- Market context

- Competitive pressures

- Business imperatives

2. **Challenge Identification**

- Strategic obstacles

- Operational inefficiencies

- Risk factors

- Growth limitations

3. **Value Opportunity**

- Potential business impact

- Strategic advantages

- Operational improvements

- Risk mitigation

4. **Solution Alignment**

- Capability mapping

- Implementation approach

- Success metrics

- Expected outcomes

### Using PG:AI Features

#### AI Assistant

- Ask targeted questions about specific aspects of the business

- Generate custom insights aligned with your value proposition

- Validate hypotheses with supporting data

#### Custom Insights

- Identify industry-specific trends

- Uncover unique opportunity areas

- Map competitive advantages

#### Use Case Matching

- Align solution capabilities with specific challenges

- Provide relevant customer success stories

- Demonstrate proven value delivery

## Best Practices

### Do's

- Start with business context before solution discussions

- Use specific data points and insights from PG:AI

- Link every capability to a specific business outcome

- Include quantifiable benefits where possible

- Reference relevant success stories and benchmarks

### Don'ts

- Lead with product features

- Make generic value statements

- Ignore industry context

- Skip validation with stakeholders

- Oversimplify complex challenges

## Measuring Success

Your value hypothesis should result in:

1. Increased engagement from senior stakeholders

2. Faster progression through sales stages

3. Higher win rates

4. Larger deal sizes

5. More strategic relationships

## Pro Tips

💡 **Stakeholder Alignment**

- Use PG:AI's Contacts tab to understand each stakeholder's priorities

- Tailor your value hypothesis for different personas

- Create role-specific value statements

💡 **Continuous Refinement**

- Subscribe to company updates in PG:AI

- Regularly review and update your hypothesis

- Incorporate new insights from stakeholder conversations

💡 **Validation Process**

- Use discovery questions to validate assumptions

- Document stakeholder feedback

- Adjust your hypothesis based on new information

## Example Value Hypothesis Structure

```

1. Strategic Context

- Industry trends affecting the business

- Company-specific challenges and opportunities

- Relevant competitive pressures

2. Current State Impact

- Business implications of challenges

- Operational inefficiencies

- Risk exposure

- Missed opportunities

3. Future State Vision

- Desired business outcomes

- Operational improvements

- Risk mitigation

- Competitive advantages

4. Value Realization

- Implementation approach

- Success metrics

- Expected timeline

- ROI components

```

Remember to maintain this structure while customizing the content for each prospect's unique situation using PG:AI's insights and analysis tools.