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Value Intelligence Maturity Self-Assessment

How good is your company at proving its value?

Defining, quantifying, communicating, pricing and proving the value you create for customers is a capability, not a knack — and like any capability, it can be measured and improved. Nine questions will tell you how mature yours is, and which dimension is holding it back.

Three minutes, anonymous, no sign-up. Answer for how things really work today, not how they are meant to. New to the model? Skim the nine dimensions or read the full model.

Score one thing and hold it for all nine answers — a company, a business unit, a product line, or a single revenue motion.

Dimension 1Activities

What value work is routinely performed, and across which lifecycle stages?

Every rep improvises their own value pitch, usually after price comes upWe have a value estimation template. It gets used on the big deals and skipped on the restThere is a documented way of establishing value, and every qualifying deal follows itExpected value, delivery and renewal evidence are managed as one process, and measuredValue outcomes are verified, and value drivers, pricing and enablement are continually assessed and optimized

Dimension 2Business Case Practice

How is a customer-specific value case discovered, modelled, validated, communicated and maintained?

Each business case is built from scratch for the deal, then thrown awayOne business case template is in circulation. Quality depends entirely on who used itA standard business case method runs on every qualifying deal, each assumption with a source and an ownerBusiness cases are co-developed and validated with the customer's own finance and operational peopleReusable value models and AI produce an executive-ready first business case fast, without losing traceability

Dimension 3Artifacts

What durable and reusable value objects exist, and in what structure and format?

No value artifacts survive the deal — the work is redone next timeA value spreadsheet or deck sits on somebody's laptop and gets copied by handStandard value artifacts are held centrally with a taxonomy, versioning, owners and approval statusValue artifacts are structured, versioned and linked, and every value claim traces to its sourceOur value artifacts are machine-readable, and exposing them to customers or their agents is a choice we have actively taken or declined

Dimension 4Value Data & Proof

What evidence supports expected value and demonstrates realized outcomes?

No value evidence is kept. Renewals start from a usage dashboardA few customer outcome stories, collected informallyA governed taxonomy of value drivers and evidence, with a measurement plan on every business caseA single record connects expected value, measures agreed with the customer before signature, realized outcomes and their confirmationVerified value outcomes improve benchmarks and future business cases, and we can separate correlation from causation

Dimension 5Pricing Strategy

How is your price set today: cost, competitor, or quantified customer value?

Our price is cost plus a margin, or whatever the competitor chargesPricing is reactive and request-driven — familiar reference prices, with exceptions negotiated deal by dealA documented value-based pricing architecture connects segments, value drivers, pricing metrics, packaging and price levelsMaterial pricing decisions use customer- or segment-specific value models, with thresholds governing discounts and exceptionsPricing adapts on verified value outcomes and controlled tests, and we can state how much of the value each side captures

Dimension 6Investment

Is there a budget line for value and pricing work, separate from sales?

No budget line for value or pricing work at allOccasional value work is funded from a discretionary budget, and one person absorbs it alongside their real jobAnnual plans fund value capability across people, method, data, training, governance and technologyValue and pricing investment is managed as a portfolio, with capacity models, unit economics and a measured returnValue capability is funded as durable commercial infrastructure, not a project, with gains reinvested where leverage is highest

Dimension 7Ownership

Who is accountable, responsible, consulted and authorized to decide?

Nobody owns value, specificallyOne person has taken value on themselves, with no formal mandateA named role owns the value method — usually a Value Engineer — and the mandate stops at signatureOne executive is accountable for value, plus a Customer Value Manager owning realized value after the saleA dedicated Chief Value Officer, with value creation and capture reported to the board

Dimension 8Capabilities

What can the organization reliably do?

Nobody has been trained in value or pricing methodA few experienced people can build a value case, and only for familiar dealsRole-based value capabilities are defined and trained across the functions, AI validation includedValue proficiency is measured. Specialists curate the value models while frontline teams use governed agentsPeople and AI agents jointly test and refine value hypotheses, and value capability survives staff changes

Dimension 9Management Systems

How are value capabilities built, maintained, governed, measured and improved?

No standard value workflow, decision rights or measures. Each deal team decides for itselfA template repository and informal review, but the downstream value workflows are disconnectedA stage-gated value process, a governed model registry, and defined AI and audit controlsA connected value-data architecture, formal decision rights, and value measures that trigger actionA closed loop: value model changes are tested, versioned, reversible and auditable, and every agent has an owner

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The full model covers all nine dimensions in depth: the key questions and maturity signals for each, what changes at every stage, and the research behind it.

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The valueIQ Value Intelligence Maturity Model™. © 2026 valueIQ. All rights reserved. valueIQ and the valueIQ Value Intelligence Maturity Model are trademarks of ValueIQ Technologies Inc. Your answers are recorded anonymously so we can study how organizations score across the nine dimensions. We keep the nine stage values and the time of submission, and nothing else — no name, no email address, no IP address — so a response cannot be traced back to you or your organization. Your overall stage is the mean of the nine dimension scores rounded to the nearest whole stage, with the range shown alongside it so an uneven profile stays visible rather than being averaged away.

What are the five stages?

Ad Hoc, Repeatable, Defined, Managed and Optimizing. At Ad Hoc, value work depends on individual initiative. At Repeatable, a team can repeat a basic practice, but it stays local and person-dependent. At Defined, organization-wide methods, roles and workflows produce consistent practice. At Managed, coverage, quality and outcomes are measured and evidence guides decisions. At Optimizing, verified outcomes continuously improve models, pricing and execution.

What are the nine dimensions?

How is my result scored?

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