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Case Studies

How BlackLine Scaled Value Selling and Doubled Close Rates with ValueCore

Before adopting ValueCore, BlackLine’s value architecture team relied on a mix of Excel, PowerPoint, and developer-heavy tools to build ROI models. The process was slow, error-prone, and visually inconsistent, especially when presenting to C-level executives.

Overview

BlackLine, a global leader in cloud-based accounting automation, empowers finance teams to close books efficiently across major ERPs like SAP and Oracle. As the company’s enterprise value architecture function grew, it needed a faster, more flexible way to build and deliver customer business cases. 

The Challenge

Before adopting ValueCore, BlackLine’s value architecture team relied on a mix of Excel, PowerPoint, and developer-heavy tools to build ROI models. The process was slow, error-prone, and visually inconsistent, especially when presenting to C-level executives.

“Our previous solution was cumbersome,” said Trent Smithson, Senior Manager of Value Architecture at BlackLine. “We’d spend too much time fixing templates, fonts, and colors just to make something look right. We wanted a system that gave us control and flexibility without relying on developers.”

The manual process limited how quickly the team could update models and slowed their ability to engage customers in live ROI discussions.

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The Solution

BlackLine partnered with ValueCore to automate and elevate its business value assessments (BVAs). From day one, the ValueCore team worked closely with BlackLine to configure the platform, even developing new functionality to meet specific modeling needs.

“ValueCore gave us the power to be administrators and developers at the same time,” Smithson said. “I’m not a programmer. I’m an accountant, and I was able to build and manage complex ROI models within days.”

Key features that drove value for BlackLine:

  • Templated presentation design, ensuring consistent branding and clean output.
  • Dynamic, Google Sheets–based modeling, allowing real-time adjustments with clients.
  • Flexible administration, enabling non-technical users to build and update models easily.

Now we can focus on real analysis, not formatting. Instead of creating slides in PowerPoint, we spend time validating inputs and discussing outcomes.

Trent Smithson

Senior Manager of Value Architecture at BlackLine

The Results

Since implementing ValueCore, BlackLine’s value architecture team has dramatically streamlined its workflow and increased its impact:

  • Cut time spent preparing materials by 80%.
  • Doubled close rates when a Value Architect delivers a business value assessment.
  • Enabled real-time collaboration with customers on ROI models and assumptions.

The Future

BlackLine is expanding its use of ValueCore across multiple teams. What began as a solution for pre-sales value assessments has evolved into a cross-functional platform used by customer success managers for mid-cycle reviews and ongoing ROI validation.

“We’re building a full lifecycle of customer value,” Smithson explained. “From the initial business case to renewal, we’re using ValueCore to track outcomes and highlight impact. It’s now part of how we tell our value story.”

See how ValueCore helps companies like BlackLine scale value selling and close faster.

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