What is value intelligence?
Value intelligence is a company's ability to define, quantify, price, communicate and prove the value it creates for its customers. It is an organizational capability, like engineering or marketing, that can be built and measured on purpose. It shows up in four places: selling on value, pricing on value, delivering the value that was promised, and growing customers on documented results (What is value intelligence?).
What is this worth to this customer, and how do you know?
Value intelligence software supplies the software side of that capability. It gives every seller, value engineer and customer success manager the same answer to one question: what is this worth to this customer, and how do you know? That answer takes a value model, a business case built from it, evidence behind every number, and a view of what the alternative costs. Your sales methodology says what that business case must contain; the software is what builds it on every deal. Every platform below is judged on the same public rows, against economic value estimation, the method value and pricing professionals use to put a number on what an offer is worth. The standard follows the pricing table, and the method and sources close the page.
It is a different job from the rest of the revenue stack. CRM tracks deals, CPQ configures products, customer success platforms track account health and revenue intelligence forecasts pipeline. None of them says what the product is worth to the customer.
Why it matters now
Four shifts are moving value from a specialist's spreadsheet to the center of the buying decision.
of software decisions now involve finance (31% a year before)
Finance is in more software decisions.
G2's 2026 buyer research found that finance involvement in software decisions rose from 31% to 46% in a single year (G2). Forrester found that the typical buying decision now includes 13 internal stakeholders (Forrester), and that the purchase journey is "far less forgiving of claims without proof" (Forrester).
AI has made the document cheap.
Any seller can now draft a business case with a general-purpose assistant. What separates a credible case is the model and the evidence behind it, not the formatting.
of buyers use or plan to use AI agents when they buy
Buyers' AI agents are starting to evaluate vendors.
In the same G2 research, 61% of buyers said they use or plan to use AI agents in the buying process, and understanding total cost of ownership was a joint-top use. Gartner predicts that by 2028, 90% of B2B buying will be AI agent intermediated (Gartner). An agent can only weigh value it can read and check.
prefer outcome-based pricing, up from 11%
Pricing is moving toward proven value.
G2 found that buyers' preference for outcome-based pricing more than doubled, from 11% to 23%. And when AI does the work, the cost of serving each customer rises with use, so knowing what a product is worth to each customer is what protects the margin.
What we believe
Our manifesto, Value in the AI Era, sets out why we built valueIQ. The short version:
This guide applies the same standard to every platform, including ours.
Last updated 29 October 2026
