Informed Simplicity
The ability to find clarifying patterns inside complex mixtures, applied to revenue work.
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Definitions worth agreeing on.
A fast reference for the language used across Informed Simplicity. Concept pages teach the idea. The glossary keeps the vocabulary straight.
Brand Stack
Context Transfer
The discipline of moving understanding from one person, team, or decision room to another without losing the point.
Value Translation
The capability to turn product capability into business impact language the customer can understand, defend, and act on.
Selling WITH
Helping the buyer build the case instead of performing the case at them. Selling TO is convincing. Selling WITH is helping them buy.
Buyer-Readiness
The degree to which the buyer has enough context, confidence, ownership, and path clarity to carry the case internally.
Case That Travels
A business case the champion can defend without the seller in the room.
Value Hypothesis
A testable statement of the business impact a solution may create, written before the team commits heavy resources.
Value Indicator
A customer-defined measure that makes delivered value visible before and after the deal closes.
The Curve
Level 1: Value as a Deliverable
Value appears as a deck, ROI calculator, or late-stage artifact. The buyer receives material, not understanding.
Level 2: Value as a Specialist
A few people know how to create value clarity, but the motion depends on heroes.
Level 3: Value as a Methodology
The team has repeatable behaviors for building hypotheses, aligning stakeholders, and co-creating cases.
Level 4: Value as the Operating System
Value translation shapes how the organization sells, coaches, renews, expands, and learns.
VLA Readiness
The qualifying question for whether value-led work can take hold: are the conditions present for the capability to survive reality?
Five Conditions
Strategic clarity, seller readiness, buyer process alignment, value continuity, and execution infrastructure.
Customer Context Fluency
The ability to start in the customer's world before talking about the product.
Stakeholder Alignment
Getting the right people involved at the right stages with the right shared understanding.
Business Case Co-Creation
Building the case WITH the customer in their language, instead of producing it FOR them.
Proof of Value Discipline
Defining success in business terms before technical validation begins.
Budget & Investment Alignment
Connecting price to value, budget source, priority, and decision ownership.
Differentiation Through Value
Winning because the buyer understands the outcome, not because the seller added more proof or discount.
Value Realization & Expansion
Proving value after the sale and using that proof to renew, expand, and improve the system.
Deal Context Score
Deal Context Score
A five-minute case diagnostic that measures buyer context and confidence quality across one live deal.
Buyer Context
How much substance exists on the buyer's side of the case.
Confidence Quality
How solidly the seller's belief is grounded: assumption, observation, inference, verification, or multiple confirmations.
Real Deal
High context and high confidence. The buyer can carry the case, and belief is grounded.
Raw Signal
High context and low confidence. Something real is happening, but too much still lives in someone's head.
Paper Tiger
Low context and high confidence. The forecast looks better than the case.
Vapor
Low context and low confidence. Not enough context. Not enough confidence. Not a case yet.
Problem Signal
The DCS signal that asks why the issue matters to the business.
Owner Signal
The DCS signal that asks who owns the decision or business problem.
Champion Signal
The DCS signal that asks whether the case can be carried without external help.
Consequence Signal
The DCS signal that asks what happens if nothing changes.
Path Signal
The DCS signal that asks whether the organization can actually buy.
Initiative Signal
The bonus DCS signal that asks whether the case is attached to a named internal initiative.
Buyer Mechanics
Champion
The person inside the customer organization who can move the case when the seller is not in the room.
Decision Owner
The person accountable for the business problem, investment decision, or outcome.
Economic Buyer
The person with authority over the budget, tradeoff, or investment decision.
Executive Sponsor
A senior stakeholder who can protect the priority, remove friction, and keep the business outcome visible.
Cost of Inaction
The business consequence of staying the same, stated in time, money, risk, growth, or strategic drag.
Portable Case
A case that can move from the seller conversation into the customer's internal conversations without collapsing.
Forecast Quality
The difference between seller confidence and buyer-ready evidence.
Artifacts
Clarity Canvas
An artifact for capturing the situation, implications, and outcomes in the customer's language.
Business Case
The argument for investment that connects problem, priority, cost of inaction, proof, path, and expected impact.
Technical Value Scope
The connection between proof-of-value work and the business outcomes the buyer cares about.
Mutual Action Plan
A shared execution plan from agreement to implementation, including names, dates, steps, and dependencies.
Qualified Champion Test
A check for whether the champion can explain the business case, tradeoffs, and next move without the seller.
Engagements
VT Proof
A focused engagement around one live deal to prove what changes when value translation is present.
VT Profile
A diagnostic of team behavior across value translation capabilities and observable deal behaviors.
VT System
A build engagement that turns the profile into a repeatable value translation practice.
VT Partner
An advisory rhythm for keeping the value translation system alive, measured, and compounding.