As you formulate your value models within or across these benefit categories, be prepared to demonstrably present to the buyer organization CFO, CIO and other C Level executives, how each of the individual components add up to the larger ROI number. Your product or services’ expense should ideally be funded through the savings, gains, revenue projections or mitigated risk.
Present your case and pricing as if you are the buyer of your solution. With the right package, your buyer will be considered a hero within their organization for bringing your product, at a steal price.