The key to increasing an enterprise software company’s value is winning meaningful upmarket logos. These customers buy through complex committees, requiring success in four parallel sales cycles: the Initiative, the Competition, IT, and the Budget.
Founder-led sales teams are often unprepared for this complexity—frequently serving as stalking horses or disqualifying themselves by selling the wrong way. The result: wasted sales effort, cash burn, and lower exit value.
MOIC's application suite applies a distinct philosophy—the Business Case Method—to detect prospect intent and remove bias from pipeline inclusion. It uses a binomial, deal-by-deal forecasting approach where accuracy below 90% signals systemic issues. By focusing on the top third of the pipeline and analyzing “Wins Above Replacement Deals” (which contemplates prospect behavior against temporal standards for organizational change projects), teams can quickly isolate forecast errors, expose behavioral patterns, and eliminate waste.
