In cybersecurity, technical buyers face non-technical CFOs. Prateek Goel of Wiz on how value teams arm champions to win the rooms sellers never sit in.

True champions bring others to meetings, frame objections before they surface, and follow up without being prompted. Learn how conversation intelligence identifies these signals automatically to distinguish champions from fans.

Value Consultant Agents use AI to guide sales reps through real-time discovery, capture buyer-verified value, and automatically generate business cases inside Salesforce. The result is consistent value selling, stronger business cases, and faster deal execution without adding headcount.

When the deal leaves your hands, your champion becomes the seller. This chapter explains how to arm internal champions with a Business Value Analysis (BVA) that sells itself — simple, credible, and CFO-ready. Learn how to build one-slide summaries, prep scripts, and assumption sheets that survive executive scrutiny. Featuring data from Forrester, Salesforce, and Pavilion, plus real insights from Sysdig CRO Gary Olson, this chapter helps sellers turn value stories into interna