Reprise Operationalizes Value Selling with Minoa
Learn how Reprise embedded value selling into their sales process, requiring business cases before every POC and driving stronger qualification and conversion.
Reprise sells into a market where budgets are tightening and every deal needs a defensible business case.
The Challenge: "Everyone Knows They Should Do ROI—But They Don't"
Evan Powell, Cofounder and Head of Revenue at Reprise, put it plainly:
Every AE knows they should build a business case.
Every AE knows they should quantify ROI.
But in practice, it rarely happens.
Why? Because turning value into something customer-facing requires more than a spreadsheet or a good intention—it requires a repeatable workflow that fits how sales teams actually operate.
Reprise hit a point where they needed to help internal champions in their deals advocate for budget and justify the investment. They had the ability to calculate value—but not a scalable way to consistently put it in front of customers.
The Solution: Minoa as the Workflow for Value Selling
Reprise implemented Minoa to make value selling a core part of their sales motion, not an occasional best practice.
Business Cases Before Proof of Concept
A key change: Reprise now creates a Minoa business case for every proof of concept before the POC starts.
The goal is qualification with mutual clarity:
- The prospect understands the value they're targeting
- Reprise ensures the opportunity is real—for both sides
As Evan describes it, the business case creates comfort and alignment on outcomes before time and resources are invested.
Real, Prospect-Specific ROI That Drives Deeper Discovery
With Minoa, AEs can bring quantified value into the conversation early—grounded in the buyer's reality.
Example: Evan shares a common value hypothesis Reprise can quantify with a prospect:
If sales engineers are spending massive time preparing demos, that labor can represent hundreds of thousands of dollars per month in cost—before even accounting for downstream revenue impact from lost deals.
When that value is broken out clearly and tied to real prospect inputs, something powerful happens: prospects respond with corrections and expansions like:
- "This is costing us more than that."
- "This is an even bigger problem than we realized."
That feedback loop doesn't just validate ROI—it increases problem urgency and strengthens the case for change.
Implementation: Embedded into Salesforce as a Requirement
Reprise went beyond enablement—they operationalized it.
Minoa is now integrated into their process such that:
- It's a Salesforce requirement to complete a Minoa business case before moving an account into a proof of concept
This ensured value selling wasn't dependent on individual AE habits. It became part of the system.
The Results: More Quantitative Conversations, Better Evaluations, Stronger Conversion
Since adopting Minoa, Evan has observed clear changes in how the team sells:
1. Value-Driven Conversations Become the Norm
Account executives are having more quantitative, value-driven conversations with prospects—consistently.
2. Stronger Qualification and Evaluation
By requiring a business case pre-POC, Reprise improved the quality of evaluations:
- Prospects are qualified for Reprise
- Prospects are also qualified for themselves—they understand what success looks like and why it matters
3. A Boost to Conversion Through Clarity on Value
Evan points to a "huge boost" in their sales process, particularly in conversion and evaluation, driven by putting quantified value in front of customers in a structured way.
Why It Matters: Turning "We Should" into "We Do"
Most revenue teams agree on the principle of value selling. The hard part is execution.
For Reprise, Minoa provided the missing layer: a workflow that made it easy for AEs to consistently:
- Quantify ROI with real prospect inputs
- Align on value before a POC
- Equip champions to defend budget
- Make value selling repeatable inside their CRM process
As Evan summed it up: "Everyone knows they should do it—this actually lets them do that."
Want to operationalize value selling like Reprise? Book a demo to see how Minoa can help.