Vanta Builds Trust at Speed - With Customer Value That Buyers Believe
Learn how Vanta reduced business case creation time by 80% and scaled value engineering across 11,000+ customers with Minoa.
In a world where AI moves fast, Vanta builds trust. For Alex Olesen, who leads Value Engineering at Vanta, earning that trust comes down to one thing—customer value.
Vanta serves 11,000+ customers in a highly competitive market, where sales velocity is high and buyers are sophisticated. That combination created a familiar problem for value teams: the demand for credible business cases was exploding, but the tooling was stuck in spreadsheets.
The Challenge: Spreadsheets Couldn't Keep Up with Sales Velocity
Before Minoa, Alex's team built business cases in spreadsheets. The process was slow, hard to scale, and nearly impossible to keep pace with deal volume.
The result: even when a business case could have helped move a deal forward, the team simply couldn't produce them fast enough to reach as many opportunities as they wanted.
The Shift: From Presenting Spreadsheets to Discovering Value with Buyers
With Minoa, Vanta changed how value engineering shows up in deals.
Instead of showing a spreadsheet, Alex's team now brings customers into the process and discovers a business case together—creating a shared narrative that buyers can take internally with confidence.
This matters because Vanta's buyers rely on numbers to tell their story inside their organizations. The business case has to be clear, credible, and defensible.
The Impact: 80% Faster Business Cases—And Value in Every Conversation
By moving business case creation into Minoa, Vanta reduced the time it takes to build a business case by about 80%.
That speed gain didn't just help sales—it expanded the impact of value engineering across the business. As Alex put it, Minoa's influence has been felt far beyond the sales team.
And because Vanta can't hire an unlimited number of value engineers, the efficiency unlocked something bigger: value coverage at scale.
Minoa helped Vanta get value into every customer conversation.
The Credibility Factor: Making ROI Feel Like It Belongs to the Buyer
Alex has seen the skepticism that often comes with spreadsheet ROI. When a seller presents a model, buyers can feel like the numbers are happening to them.
Minoa flips that dynamic.
Buyers can log into the platform, edit assumptions, and review supporting proof points like case studies. That collaboration creates a critical shift: the ROI starts to feel like theirs.
When buyers have agency in the value conversation, it's not just more credible—it becomes something they can champion internally.
Why It Matters
For Vanta, the outcome isn't just faster ROI models.
It's a repeatable way to:
- Keep pace with high-velocity sales
- Collaborate with sophisticated buyers
- Increase trust in the business case
- Scale value engineering without scaling headcount
Trust is earned through value—and Minoa helps Vanta deliver it, at speed.
Want to scale value selling like Vanta? Book a demo to see how Minoa can help.