A one‑page template to frame your product as “deleting steps” in a painful B2B workflow.
TL;DR (One Liner for your Company)
We remove [X] for [target user], deleting [N] steps and saving [Y] hours/$ per month. Time‑to‑value [Z] days. Starting with: [where you start].
1) Problem & Target User
- Who: [role, industry/segment]
- Pain: [manual step] leads to [time/$/risk] every [frequency].
- Proof it hurts: screenshots, logs, tickets, finance data, anecdotes from 3 design partners.
2) Friction Audit (Baseline)
Quantify the current workflow before you pitch the solution.
- Steps per task: [N]
- Minutes per task: [T]
- Error/rework rate: [%]
- Volume: [tasks per week/month]
- Annual cost (baseline) ≈
minutes × volume × loaded_rate
Baseline KPI table
| Metric | Baseline |
|---|---|
| Steps per workflow | [ ] |
| Minutes per workflow | [ ] |
| Error rate | [ ] |
| Rework loops/approvals | [ ] |
| Cycle time | [ ] |
3) Product = Step Deletion
Design your narrative as removing entire steps—not adding features.
Before → After
- Before: discover → copy/paste → email → reconcile → approve → enter into [system] → follow‑up.
- After: connect sources → auto‑parse → suggested decision in system‑of‑record → 1‑click approve → audit trail.
Integration footprint
- Systems: [CRM/ERP/ATS/Sheets/Email/Cloud storage]
- Auth/Access: [SSO, SCIM]
- Data boundary: [what you pull/store]
Mode: [Replace] or [Layer on top] existing tools.
4) ROI & Pricing (Do the Math)
- Time saved / workflow =
baseline minutes − new minutes - Annual hours saved =
time saved × volume × adoption - Hard savings =
hours × loaded rate+ avoided fees/chargebacks. - Target payback ≤ 90 days; Gross margin ≥ 80%.
Pricing options
- Flat platform fee (avoid %‑of‑spend “tax”).
- Seat + usage tier.
- Outcome SLA add‑on.
Example
Save 15 min × 20k cases/yr @ $60/hr = $300k value → price $30–60k ARR (10–20% of value) with expansion to adjacent workflows.
5) Distribution Wedge
- Start where data already lives: [report/view/system]
- Champion: [operator who feels the pain] → Buyer: [VP/Head] → Budget: [line item]
- Land → Expand: [team] → [dept] → org; viral loop via shared templates, embedded approvals, automated notifications.
6) Data & Defensibility
- Proprietary dataset you create by structuring unstructured artifacts: [what]
- Learning loop: more use → better suggestions → fewer steps.
- Embeddedness: lives in the daily system‑of‑record; switching cost = lost history, automations, and benchmarks.
7) Pilot Plan (30/60/90)
- Day 0–30: connect data, map workflow, lock baseline metrics & security posture.
- Day 31–60: run on subset; hit _[X]% step reduction and _[Y] days TTV.
- Day 61–90: expand scope; commit renew/expansion triggers and production rollout.
Security: SOC2/ISO roadmap, data residency, least‑privilege, audit logs.
8) Metrics to Report (Every Update)
- Time‑to‑first‑value (days)
- Step deletion % (or minutes saved per task)
- Weekly active users / % engaged
- Retained time savings (rolling 4‑week)
- Expansion (NRR, seats, workflows)
- Support tickets per 1k actions / MTTR
9) Slides & Docs Checklist
- One‑liner: “We remove [X] for [who], saving [Y], live in [Z] days.”
- Before/After screenshot or 30‑sec clip
- Baseline → After table with math
- Pilot design & success criteria
- Wedge & expansion map
- Pricing & ROI sensitivity
- Security/compliance page
10) Pitfalls to Avoid
- Selling a vitamin (nice‑to‑have) vs a cure (hair‑on‑fire).
- Heavy custom integration before landing a wedge.
- %‑of‑savings pricing that feels like a perpetual tax.
- Over‑automation without human‑in‑the‑loop review.
- Ignoring the champion’s personal win (career/bonus/time back).
11) 3‑Minute Demo Script
- Show the ugly current process (30s).
- Connect sources (30s).
- Run one live case end‑to‑end (60s).
- Overlay Before→After metrics (30s).
- Admin view: audit/permissions/SSO (30s).
- CTA: “Live in [Z] days, pilot starts [date].”
Email/Doc Snippets
Subject: Cutting [X] in [team] by [Y]%
We noticed [team] spends ~[minutes] per [task] across ~[volume] /yr. That’s ≈ $[value]/yr. We remove [N] steps and go live in [Z] days. Pilot = [scope], success = [metrics]. Want to see it on your data Thursday?
Use this page as your live checklist when tuning your deck, demo, and pilot.
