Industry
Global Enterprise Software
Number of employees
1,000
Annual revenue
$400M
Case study
REVFACTOR.ai’s value platform helps Plainview increase
average sales price by 93%
01
Challenge
Planview struggled to elevate prospect conversations above features & functions:
- Struggled to maintain business
case consistency across a global salesforce - Biggest competition was status quo or ‘do nothing’
- Relied on spreadsheets that were error-prone and lacked adoption to demonstrate value
02
Solution
With REVFACTOR.ai, Planview helped their sales team establish and clarify business value, resulting in more deals at a larger ASP.
- Ensured consistent business cases across their global sales team
- Reduced time to prepare business cases from 2-3 weeks down to minutes
- High-quality, professional assets generated automatically that sellers can send directly to prospects
03
Results
- 93%
Increase in ASP for Strategic Deals - 16%
Increase ASP for Enterprise Deals - 57%
Influenced through REVFACTOR.ai
Number of employees
1,000
Industry
Global Enterprise Software
Annual revenue
$400M
Location
Austin, TX
What our reps love about REVFACTOR.ai is that it helps customers see value as a driver instead of focusing on features, costs, or comparison. It’s all about putting numbers on the value to the organization and putting the investment in the context of that value.
Linda Roach
Vice President of Product Marketing
Planview has one mission: to build the future of connected work. Their solutions enable organizations to connect the business from ideas to impact, empowering companies to accelerate the achievement of what matters most. Planview’s full spectrum of Portfolio Management and Work Management solutions create organizational focus on the strategic outcomes that matter and empower teams to deliver their best work, no matter how they work.
Industry
Technology
Number of employees
1,200
Annual revenue
$200M
Case study
REVFACTOR.ai’s value platform helps 6sense
elevate their sales performance
01
Challenge
Needed a way to scale their value selling program with the high growth of the company.
02
Solution
- Value platform that aligned with their Sales Process
- Needed to meet sellers where they are today – Salesforce
- Help sellers differentiate from the competition
- Create ROI business cases that help 6sense sellers build credibility & trust with their prospects & customers
03
Results
- 51%
Increase in Average Sales Price - 11 pt
Increase in Win Rate
Number of employees
1,200
Industry
Technology
Annual revenue
$200M
Location
San Francisco, CA USA
6sense leveraged the standard REVFACTOR.ai integration with Salesforce which gave (our) sales team quick access to BVA creation right through their CRM interface. This enabled the sales reps to create BVAs in a self-service manner for prospects of all sizes.
Dave DiMillo
Sr. Director, Business Value
6sense helps technology companies eliminate the cost of missed opportunities and mis-timed deals by pinpointing the accounts that matter most.
Industry
Facility and Asset
Management Software
Number of employees
1,000+
Case study
REVFACTOR.ai’s value platform helps Accruent enhance customer
engagement and drive conversations with quantifiable ROI
01
Challenge
Accruent faced significant challenges in delivering consistent value communication to prospects:
- Inconsistent value messaging hindered effective sales conversations.
- The complexity of their product offerings made it difficult to articulate tangible benefits and ROI.
- Inefficiencies in the sales process resulted in slower deal closures and impacted bookings growth.
02
Solution
Accruent chose the REVFACTOR.ai solution to help:
- Achieve consistent value communication by replacing disparate, manual spreadsheets with a cohesive platform for credible value narratives.
- Empower sales and solution consulting teams to confidently demonstrate ROI, accelerating the sales process and reducing time to close deals.
- Create compelling, scalable value propositions that drive larger deals, enhance customer engagement, and significantly boost bookings growth.
03
Results
- 33%
Increase in average selling price - 65%
Improvement in cross-sell win rate - 23%
Reduction in new logo sales cycle length
Number of employees
1,000+
Industry
Facility and Asset
Management Software
Location
Austin, TX
Our approach to articulating value to prospects was in dire need of an overhaul. The inconsistency and labor-intensive nature of manual spreadsheets were hindering our sales confidence and efficiency. With the adoption of REVFACTOR.ai, we revolutionized our value communication, providing our sales and solution consulting teams with a consistent, credible, and clear-cut value narrative. This strategic move has not only bolstered their confidence but has also allowed us to gain customer consensus on the value and ROI our solutions provide.
Pete Mansel
Chief Sales Officer at Accruent
Accruent is a global leader in workplace and asset management software, helping organizations optimize investments in people, assets, and facilities.
Industry
Enterprise SaaS: File Data Services
Number of employees
500+
Annual revenue
$750M
Case study
REVFACTOR.ai’s value platform helps Nasuni scale
quantifiable cost-benefit analysis for prospects
01
Challenge
Unable to differentiate from the competition & quantify value.
- Needed to present clear cost-benefit analysis for every opportunity
- Lacked a repeatable, easy-to-use solution that reps could use to calculate ROI
- Heavily reliant on a team of value engineers and spreadsheets
02
Solution
Adopt a platform to help all reps calculate & articulate the value their solutions bring to customers.
- Ability to integrate with Salesforce so sellers could build value props easily from the Opportunity record
- Automated, professional assets that sellers can send with confidence
03
Results
- 1123
BVAs generated since implementation - 99%
Annual Renewal Rates
Number of employees
500+
Industry
Enterprise SaaS:
File Data Services
Annual revenue
$750M
Location
Boston, MA USA
We were able to roll out the Value platform to our 150+ sales team in just 3 months. The integration with Salesforce was easy… Our sales reps live in Salesforce, so being able to connect to REVFACTOR.ai value platform and build value props right from the Opportunity record means there is no change to their daily routine.
Tom Rose
Vice President of Technical Marketing & Sales Enablement
Nasuni Corporation is a leading file data services company that helps organizations create a secure, file data cloud for digital transformation, global growth and information insight.
Industry
Enterprise Recruiting Software
Number of employees
1,300
Annual revenue
$320M+
Case study
REVFACTOR.ai’s value platform helps iCIMS increase win rate by 2.8x
01
Challenge
Reduce friction in their sales cycle & focus on the value of their solutions.
- Low conversion rates between stages 2 and 4 in the sales cycle
- Low ASP and high discount rates
- Attempting to use disparate homegrown spreadsheets to calculate ROI & help sellers articulate value
02
Solution
Sellers were up & running with REVFACTOR.ai’s Value Platform within 8 weeks & enabled to:
- Quickly and easily build a value hypothesis with high-quality, customized assets
- Be confident in the numbers they put in front of customers & prospects
03
Results
- 5 steps & 5 minutes to build a value hypothesis
- 94.5% win rate with REVFACTOR.ai
- 2.8x increase in average sales price
- Increased conversion rate from 12% to 40%
Number of employees
1,300
Industry
Enterprise recruiting software
Annual revenue
$320M+
Location
Holmdel, NJ, USA
Talent is a strategic imperative and boardroom discussion. Leveraging REVFACTOR.ai technology, we can drive deeper customer and prospect intimacy, elevate business conversations to what matters most to decision makers, senior executives, and board members, and reinforce a mutual commitment to desired business outcomes.
Pat Bakey
Chief Revenue Officer
iCIMS is a talent cloud company that empowers organizations to attract, engage, hire and build a diverse & talented workforce. iCIMS accelerates transformation for their 4,000+ customers, including 40% of the Fortune 100.