How Dozuki Uses Minoa to Build a Use Case-Focused ROI Playbook Across the Customer Journey

The Challenge: Scaling Value in Complex Sales Cycles

Dozuki's commitment to delivering an impactful connected worker platform for manufacturers often involved complex value discussions. As Dozuki moved upmarket, complex and value-driven discussions became significantly more pertinent. Enterprise buyers in these segments placed a much greater focus on quantifiable ROI and cost justification, especially as Dozuki transitioned from working with “innovators” and “early adopters”—who intuitively grasped the platform’s value—to engaging the “early majority” and “late majority,” for whom rigorous financial business cases were essential to the buying process. However, their existing approach faced significant hurdles:

• Inflexible ROI Solution: Prior to Minoa, Dozuki’s ability to quantify ROI was constrained by a legacy solution that could not be adapted internally to new customer use cases. Building or modifying calculators for additional use cases was only possible through the provider, often at significant extra cost. This made it impossible for sales reps to address the full range of customer needs, resulting in unquantified ROI for many opportunities. The lack of flexibility led to longer sales cycles, lost deal momentum, reduced stakeholder engagement, and a general lack of confidence in the ROI being presented. Ultimately, this translated to fewer closed/won opportunities, higher costs to acquire new customers, and increased labor hours spent trying to bridge the gap with manual efforts—making it clear a new solution was needed once these challenges began to materially impact business outcomes.
• Gap Between Sales and Customer Success: Macroeconomic pressures have led manufacturers to scrutinize software spend more than ever, making value justification essential for renewals, upsells, and expansions. While Dozuki was often purchased with clear executive goals and ROI expectations, the focus on measurable outcomes frequently faded post-implementation. Without a systematic way to track and communicate realized value and milestones, champions struggled to demonstrate ongoing ROI to stakeholders—especially as budget scrutiny intensified. This lack of hard metrics made it difficult to secure additional resources, celebrate customer achievements, or drive strategic growth, ultimately impacting retention and expansion opportunities.
• Scaling Personalized Value: The wide variability across the manufacturing sector meant that every customer required ROI analysis tailored to their unique environment. With Dozuki supporting 15+ primary and 30+ edge use cases, the need for custom calculations was non-negotiable. This made flexibility a must-have feature: the inability to build bespoke ROI models internally rendered the previous platform obsolete for many customers. Minoa’s robust support for custom, scalable value modeling directly addressed this requirement, enabling Dozuki to meet the diverse needs of its expanding customer base.

The Solution: Minoa as a Unified Platform for Lifecycle Value

Dozuki implemented Minoa as the central hub for value articulation and realization across their organization, fundamentally modernizing how they engaged with prospects and customers—and differentiating themselves against the competition.

• Single Source of Truth for Value: By integrating Minoa with Salesforce, Gong, and their wider tech stack, Dozuki eliminated disconnected workflows and empowered sales teams to quickly create dynamic, customized business cases with ROI calculations tailored to specific manufacturing use cases—all within their existing processes. The Gong integration, in particular, has been embraced by the team for surfacing actionable insights from customer conversations and inspiring new possibilities for AI-driven value modeling.
• Bridging Sales and Customer Success: Minoa provided a shared framework that fundamentally transformed the handoff process. Instead of simply receiving contracts with user counts, Customer Success Managers now gained immediate insight into who the customer is, what drives their ROI, and how to tailor onboarding to achieve specific business goals. Business cases became living documents, updated throughout the customer lifecycle to track realized impact, facilitate honest conversations about implementation timelines, and reinforce value during reviews. This transparency has significantly strengthened customer partnerships, as clients recognize Dozuki's genuine investment in their success and can plan their progress at a pace aligned with their objectives—ultimately improving renewal and expansion conversations.
• Minoa provided a shared framework. Customer Success Managers gained access to the value models established during the sales process, allowing them to track realized impact post-sale. Business cases became living documents, updated throughout the customer lifecycle to reinforce value during reviews, renewals, and upsell opportunities.
• Scalable, Personalized Engagement: Minoa enabled Dozuki’s entire sales organization to quickly scale industry use cases across the pipeline, while flexibly tailoring ROI models to customer needs. Implementation was rapid—managed by a single stakeholder in under two weeks—delivering immediate time savings and accelerating time to value for both sales teams and customers.

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To further embed value selling into its culture, Dozuki established organizational standards around Minoa’s usage. Every sales rep is now required to attach a Minoa business case to at least 90% of opportunities, ensuring consistent, data-driven value conversations across the entire pipeline.

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Results & Impact: Driving Efficiency and Customer Confidence

Adopting Minoa has yielded significant improvements across Dozuki's customer engagement model:

• Consistent Value Execution: With a 90%+ attachment rate for Minoa business cases, Dozuki has operationalized value selling as a standard practice, ensuring every customer engagement is anchored in quantifiable impact.  
• Faster, More Effective Business Cases: Complex ROI modeling shifted from hours of spreadsheet work to minutes within Minoa, accelerating deal velocity.
• Higher Engagement from Customer Champions: Interactive tools and tracked engagement enabled sales and CS teams to better understand stakeholder priorities and refine value messaging—all while taking a consultative approach that was previously hindered by legacy tools.
• Improved Expansion and Retention Strategy: Consistent tracking and reinforcement of value realization at every stage has strengthened customer relationships, established building blocks for expansion, and enabled CS to uncover and celebrate more customer success stories—all of which position renewals and growth as natural next steps based on proven impact.
• Increased Confidence in Value Metrics: A unified, data-enriched value framework replaced scattered calculations, giving both Dozuki and its customers greater confidence in ROI projections. This shift from “perceived value” to “proven value” has resulted in more multi-facility rollouts, less time spent in late-stage deal cycles, and stronger justification for larger initial investments—all while supporting more credible, data-driven sales motions.