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Value Cases

Quantified value propositions by persona and service pillar

Generated: February 2026 Status: Active Related: Personas | Pricing & Positioning

Overview

Value cases translate SBK's services into quantified business outcomes for each target persona. Each value case includes:

  1. Persona Context — Who they are and what they care about
  2. Pain-to-Value Mapping — How we address their specific challenges
  3. Quantified Benefits — ROI, cost savings, risk reduction with cited sources
  4. Proof Points — Industry statistics with hyperlinked references
  5. Engagement Pathway — Recommended services and entry points
  6. Service Delivery SOPs — Links to operational delivery procedures

Value Cases by Persona

Persona Primary Value Entry Point Target ACV
Solo IT Director Expert backup, compliance support IT Health Check $30K-$60K
Managing Partner (Legal) Client confidentiality, liability protection Security Posture Review $40K-$80K
CFO/Controller Cost optimization, risk quantification Cost Optimization Scan $35K-$75K
Healthcare Admin HIPAA compliance, audit readiness Compliance Readiness Check $35K-$75K
CTO/VP Engineering SOC 2, enterprise sales enablement Security Posture Assessment $40K-$100K
Service Business Owner Practice protection, compliance peace of mind Practice Security Checkup $15K-$40K
Bootstrapped SaaS Founder Enterprise readiness on limited budget Security Questionnaire Package $10K-$30K
Vibe Coder AI code security, B2B readiness Quick Security Review $2K-$10K

Value Cases by Service Pillar

PROTECT (Security & Compliance)

Service Primary Personas Quantified Value
vCISO Solo IT, Healthcare, Managing Partner Reduce breach risk 70-90%, audit pass rate 100%
Compliance Program Healthcare, CTO/VP, Bootstrapped $50K-$500K breach cost avoidance
Security Assessment All Identify 15-30 vulnerabilities typically
Penetration Testing CTO/VP, Financial Prove security posture to customers

PLAN (Strategic Advisory)

Service Primary Personas Quantified Value
vCTO Solo IT, Service Business Strategic roadmap, vendor-neutral guidance
IT Strategy CFO, Managing Partner 3-year technology roadmap
Budget Optimization CFO, Solo IT 20-35% waste identification
Vendor Selection All Avoid $50K-$200K in wrong vendor decisions

OPERATE (Managed Services)

Service Primary Personas Quantified Value
Security Monitoring Solo IT, Healthcare 24/7 coverage, faster incident response
Vulnerability Management All Continuous posture improvement
Help Desk Service Business, Solo IT Reduced IT burden, faster resolution

INNOVATE (Digital Transformation)

Service Primary Personas Quantified Value
Cloud Migration CTO/VP, CFO 20-40% infrastructure cost reduction
Process Automation CFO, Service Business 10-50 hours/week saved
AI Readiness CTO/VP, Vibe Coder Strategic AI adoption roadmap

ROI Calculation Framework

Standard ROI Components

Component Calculation Method Typical Range
Breach Cost Avoidance Industry avg * probability reduction $50K-$500K
Audit Remediation Savings Failed audit cost * pass rate improvement $20K-$100K
IT Spend Optimization Current spend * waste percentage identified 20-35% of budget
Productivity Gains Hours saved * loaded labor cost $50K-$200K/year
Revenue Enablement Deals won due to security posture Variable

ROI Calculation Template

Total Investment: [Service Cost]
Year 1 Benefits:
  + Breach Cost Avoidance: [Probability * Impact * Reduction %]
  + Audit Savings: [Remediation avoided]
  + Waste Reduction: [IT spend * waste %]
  + Productivity: [Hours saved * cost/hour]
  - Investment: [Service Cost]
= Net Benefit: [Total]
ROI: [Net Benefit / Investment] = X%
Payback Period: [Investment / Monthly Benefit] = X months

Evidence Standards

Proof Point Categories

Category Weight Example
Customer Result 100% "ABC Corp achieved SOC 2 in 4 months"
Industry Statistic 80% "Average breach costs $4.88M (IBM 2024)"
Expert Opinion 60% "Gartner recommends..."
Logical Derivation 40% "Based on typical scope..."

Source Citation Requirements

All claims must include: - Source name and publication date - Hyperlinked URL in markdown format: [Source Name](URL) - Date of publication (year minimum) - Relevance to claim

Authoritative Sources

Domain Primary Sources
Breach Costs IBM Cost of a Data Breach, Ponemon Institute
Threat Landscape Verizon DBIR, CISA
Compliance Costs Secureframe, Drata, A-LIGN
Healthcare/HIPAA HHS OCR, HIPAA Journal
Legal Industry ABA Legal Technology Survey
SMB Statistics National Cyber Security Alliance, SBA
IT Spending Gartner, Flexera, Productiv
AI Code Security Veracode, Georgetown CSET

Usage Guidelines

For Sales

  1. Discovery: Use persona value case to guide discovery questions
  2. Qualification: Match prospect to appropriate value case
  3. Proposal: Include relevant quantified benefits
  4. Negotiation: Reference ROI to justify investment

For Marketing

  1. Content Creation: Use value cases to inform messaging
  2. Campaign Targeting: Segment by persona value drivers
  3. Case Studies: Develop stories that prove value claims
  4. Collateral: Incorporate quantified benefits

For Service Delivery

  1. Kickoff: Set expectations based on value case
  2. Progress Updates: Track against promised outcomes
  3. Completion: Document achieved results
  4. Renewal: Compare delivered vs. promised value

Service Delivery Integration

Each value case links to relevant SOPs in 07-service-delivery:

Service Pillar Key SOPs Primary Value Cases
Protect hipaa-gap-sop.md, soc2-gap-sop.md, risk-assessment-sop.md Healthcare, CTO/VP, Bootstrapped
Plan vcto-vciso-engagement-sop.md, budget-optimization-sop.md Solo IT, CFO, Service Business
Operate managed-soc-sop.md, helpdesk-sop.md Solo IT, Service Business
Innovate cloud-migration-sop.md, automation-sop.md CTO/VP, CFO

Last Updated: February 2026 Version: 1.1