What do we mean when we say “we offer value”?

Do you know what you’re getting?

There’s nothing worse than putting your trust (and your budget) into a project, only to end up disappointed. Maybe you’ve been there: you signed the contract, you waited, and when the “solution” finally arrived… it wasn’t what you expected. Or worse, you never really knew what to expect in the first place.

For business owners and mid-sized teams, this isn’t just an inconvenience. It’s risky. Every investment needs to pay off, and every partnership should be built on clear, mutual understanding of what “value” really is. Yet, too often, that clarity is missing, leaving you with a vague promise and a product that doesn’t move your business forward.

What does “value” actually mean?

Let’s be honest: in the world of software, value is a word that gets thrown around way too easily. Everybody offers value. But true value isn’t about packing in more features or having the trendiest interface.
Real value is about outcomes. It’s about solving the problems that keep you (or your team) up at night, saving you precious hours, reducing complexity, or finally bringing order to the chaos of scattered workflows and manual processes. Value is knowing exactly how this solution will make your business better, whether that means more productivity, less stress, or simply peace of mind.

But here’s the challenge: value is always defined by the client, not the vendor. Your priorities are unique—maybe it’s automating those repetitive reports, or giving your team a single platform instead of a patchwork of disconnected tools. When software actually delivers on what matters most to you, that’s when it earns its price tag.
According to research from Bain & Company, even in B2B, decision-makers rate “tangible business results” and “reduced personal anxiety” among the top reasons they choose and stick with a solution, proving that value is both a practical and emotional equation.

Stories from brands who get it right

Take Slack, for example. Their promise was never about flashy features or endless customization. They simply said: “Be less busy.” For teams drowning in email, that one line hit home. And Slack backed it up by actually delivering a workspace that brought order and clarity to the daily communication mess.

Then there’s CrowdStrike. Instead of listing hundreds of technical capabilities, they boiled everything down to one bold claim: “We stop breaches.” For any business worried about cybersecurity, that’s a message that means something. Their clients know exactly what outcome to expect, and CrowdStrike’s results speak for themselves.

Or Gusto, who didn’t sell “payroll automation,” but rather the freedom to stop worrying about admin and compliance. Their messaging zeroes in on what matters to small business owners: less paperwork, more time to focus on what you love. Zendesk goes even further by letting their customers do the talking. Instead of talking up features, they highlight real business stories and proven results, showing exactly how value is experienced on the client side.

Why is everyone afraid of being specific?

So, why do so many software companies still dodge the specifics? The reality is, many vendors either don’t truly understand your day-to-day struggles or they’re stuck selling generic “solutions” instead of real outcomes.

A 2023 Gartner survey found that more than 70% of B2B buyers cite “unclear product value” as the main reason they pause or abandon a deal. The takeaway? Vague promises kill trust, and make clients hesitant to invest. When the value isn’t clear, decision-makers hesitate, or worse, regret the purchase later.

How do we do it? Defining value and keeping you in the loop.

We don’t believe in selling fog. Every partnership starts with an open conversation: what does value actually mean for you? What are your expectations, what does success look like, and how will you know we’ve delivered?

Throughout the process, we keep you in the loop, checking in, validating assumptions, and making sure everything we build has a clear purpose. If the priorities change, we talk about it. Together.

We keep you in the loop, every step of the way. You’ll always know:

• What’s being built, and why;
• How it will impact your business;
• When (and how) you’ll see real results.

This approach goes far beyond just “being transparent” in a project roadmap. Honestly, it’s easy to show progress when the expectations are vague. What matters is earning your trust by defining real, measurable outcomes from day one, so you can see exactly how your investment pays off (or where it needs to be improved). When you know exactly what to expect and why, you’re never left wondering where your investment went.

So, what does value mean for your business?

Isn’t it time to finally know, before you sign, what you’ll actually get in return?  

If you’re ready to put an end to vague promises and start building solutions that deliver your definition of value, let’s talk!