The Champion and Economic Buyer are two different roles in enterprise deals, and confusing them is one of the most common reasons qualified deals fail. Learn the three champion tests and how to qualify both roles with evidence.

A Business Value Assessment (BVA) is more than an ROI calculator. It is a collaborative sales tool that connects your solution to executive priorities and quantifies real impact. This chapter explains what a BVA is, how it differs from pitch decks and calculators, and why co-owning it with your champion drives deal credibility. Learn the ROI ranges that matter and how to run BVAs with curiosity and confidence.