What part of your pricing or value case do buyers challenge most?

Most value cases make the buyer trust a polished number or open a spreadsheet they cannot inspect. We’re building Calcam to make the working math visible: buyers can change assumptions, see when the case stops paying back, and open a receipt showing what was checked.

If you sell B2B software or services, what part of your value story gets challenged most: the inputs, the assumptions, the formula, or the proof behind it? I’d love examples from the community before our launch tomorrow.