Drew M.

The fastest way I have found to make a business case survive finance: keep an assumption register next to the model. Every input gets a customer-side owner, a source, and a confidence rating. When finance pushes back, you negotiate one assumption at a time instead of defending one big number. It also kills the end-of-quarter surprise where the champion admits the headline figure was “something sales came up with”. The model stops being a sales artefact and becomes the customer’s own document, which is the whole point.

Hi, I’m Drew Mauldin. I work in presales and solution advisory for enterprise software, based in Brisbane, Australia. Sixteen years across implementation, value engineering, presales and customer success, so I have sat in most of the seats a deal passes through. I’m here to learn how other teams run discovery and build business cases that survive finance review, and I can help with value quantification, demo discipline, and presales career questions. Outside work, I’m into Stoic philosophy, and I have two small kids who run the house.