[wanderingbort]

Mitigating risk is covered in the cost reduction side.

Yes the C-Suite is thinking about and mitigating risk. They probably know the exact number for a given class of risk in terms of current mitigation costs. You have to beat that by a margin wide enough for them to take action.

Even if you know their numbers and know you beat it by enough to warrant the deployment you will still get bumped if someone sells them a path to increasing revenue.

The out I gave was to frame it as value added (more revenue) and that is where you risk devaluing your current product.

If you frame it as cost reduction you are capped in both price and interest by the current, necessarily acceptable, levels of risk and cost of mitigations.