Could a value analysis committee approve you without you in the room?
A value analysis packet is the document that travels without you — to the VAC, the finance review, the surgeon who liked the demo and now has to convince three colleagues. Answer the prompts below in your own words. The page assembles a build brief you hand to Claude, along with your brand style guide and product photography, to produce your packet.
Write in your buyer's language, not your engineering team's. Every field here becomes a line someone else reads without you there to explain it.
Pre-clearance, this is an internal draft. Anything that claims performance, benefit, or comparison needs regulatory and legal review before it leaves the building. The Customer & KOL Engagement section covers what can and cannot be shown pre-clearance.
Bring in earlier work (optional)
Paste your ICP or your value proposition
From the ICP & Anti-Profile Builder (“Copy ICP for other tools”) or the Value Proposition Worksheet (“Copy for the Value Analysis Packet Builder”). Empty fields below fill in from what you paste; anything you've already written is left alone. Paste one, click the button, then paste the other.
The basics
The header block. Whoever reads page one should know what this is and where you are in the approval path.
01Title, setting, and who else has to say yes. Paste from your ICP above and this fills in for you.
02Include trademark symbols and capitalization you want carried through every page.
03The shelf they'd look on. If they'd have to invent a category for you, say so — that's a positioning problem worth naming now.
04Cleared, pending, investigational, or in development. This determines the language the packet can use.
05From your Value Proposition Worksheet. Write it as they'd repeat it to their boss, not as a tagline.
Product description
Page three of the packet. Plain description first, then the reason it exists.
06Dimensions, components, how it connects to what's already in the room. A reader who has never seen it should be able to picture it.
07The status quo is your real competitor. Name its hassles, its costs, its risks, its waste.
08Technology, reimbursement, staffing, site-of-care shift, regulation. Something has to have moved.
Stakeholder benefits
A value analysis committee is not one person. Each seat at that table cares about something different — and any seat you can't answer for is the seat that stalls you.
09The people who touch it during the procedure or the encounter. Benefits they'd feel, not features you'd list.
10Budget predictability, capital avoidance, throughput, staffing load, processing and reprocessing burden.
11Only what you can support. An unsupported patient benefit is the fastest way to lose a committee.
12Coding and reimbursement path, cost per case, avoided complications, site-of-care flexibility.
13Answer it in the packet before they ask it in the room. This also tells Claude which section to weight.
Value proposition
Three columns, because committees weigh them separately. A packet strong on clinical and empty on economic reads as a product that hasn't met a budget yet.
14What becomes possible, safer, or more consistent. Tie each point to a moment in the procedure or workflow.
15Steps removed, delays avoided, variables no longer troubleshot, capacity freed.
16Capital, service, per-case, and hidden costs. Give the figure and the assumption behind it — a number with no math attached gets discounted to zero.
Competitive comparison
The comparison table is the page they photograph and forward. Build it on dimensions you'd defend in front of the competitor's rep.
17The incumbents they already buy from — plus "do nothing," if that's the real alternative.
18Capital cost, service contract, per-case cost, and the three or four capabilities that actually separate you. Every row should have a verifiable answer for every column.
19Give sources or the basis of the estimate. Published list price, quotes you've seen, customer-reported figures.
20A table where you win every row reads as marketing. Conceding one row credibly buys you the other nine.
Product detail
One page per product or component. Features here, benefits already handled above.
21Include a short descriptor line for each — the phrase that sits under the name.
22Six or seven per item, maximum. Scannable, not paragraph form.
23Existing infrastructure they keep is money they don't spend. Say it explicitly.
Needs and solutions
Two or three paired blocks. Each one is a situation a buyer recognizes, followed by what you do about it — this is where the packet stops describing and starts selling.
24State the need as the customer experiences it, then the solution in one headline plus supporting lines.
25Pick a different buyer or a different setting from the first, so the pair covers ground.
26Adjacent settings, constrained environments, expansion of a service line. Leave blank if it's a stretch.
Specifications and indications
The page procurement reads and clinical engineering keeps. Language here should match your labeling word for word.
27As written in your regulatory documentation, not a marketing rewrite of it.
28Verbatim from your labeling or submission. If it isn't final, mark it draft here so it carries that mark into the packet.
29Sterility, packaging, single-use or reprocessing instructions, storage.
30Item description, catalog number, units per box. Leave blank if not yet assigned.
Evidence and substantiation
Every number and every clinical claim in this packet needs somewhere to point. Do this now, while the claims are still yours to change.
31One line each: the claim, then the study, internal test, bench data, or customer figure behind it. Include the citation or link.
32Naming them keeps them out of the draft and into your evidence plan. This section stays internal.
33Publications, awards, GPO relationships, accelerator affiliations, named reference sites who've agreed to be named.
Contact and close
34Phone, email, website, and the address you want shown.
35Request an evaluation, book a demo, start a trial, submit for review. Name one action.
Your build brief
0 of 35 answered
This assembles as you type. Copy it, attach the files below, and send both to Claude in a single message.
Attach before you send
Brand style guide — color, type, logo rules
Logo files, in the versions your guide approves
Product photography on clean or transparent backgrounds
Clinical or comparison imagery, if you have rights to use it
Any published study or white paper you cite
Setting up Claude for this
Use a paid Claude plan for work like this. Paid plans let you keep your brand guide, product files, and this brief together in a Project, and Team and Enterprise plans don't use your content to train models by default. On an individual plan, check the privacy settings for model training before you upload anything confidential.
Want help setting it up? A walkthrough of Claude Projects for your packet is available as a paid working session at the hourly rate.