Value Path Scenarios
Each scenario represents a unique customer journey, demonstrating different patterns of value creation, relationship building, and revenue development.
SaaS Company
Follow Sarah's journey from skeptical prospect to enterprise champion, navigating objections, building internal coalitions, and ultimately driving a major platform decision.
- Classic objection-handling patterns
- Internal champion development
- Multi-stakeholder approval process
- Value realization milestones
Manufacturing
Experience Jennifer's transformation from initial skeptic to enthusiastic advocate, demonstrating how operational efficiency gains translate to expanded engagement.
- Skeptic-to-champion transformation
- Multiple revenue stream development
- Operational value demonstration
- Cross-departmental expansion
Professional Services
Discover the power of relationship value through Maya, who never purchased directly but referred $485K in business—proving that revenue isn't the only measure of value.
- Referral-based value creation
- $485K influenced revenue
- Network effect demonstration
- Non-traditional value metrics
About These Scenarios
Each scenario is based on real patterns observed across hundreds of B2B relationships. While the names and companies are fictional, the journey patterns, objections, and value creation mechanisms are drawn from actual experience.
Use these scenarios to:
- Understand how different customer types progress through the value path
- Recognize common objection patterns and effective responses
- See how value compounds over time through multiple interactions
- Learn to identify and nurture champions who may not be direct buyers