Overview
- Industry: Software
- Consumption-based pricing model requires strong value articulation
- Needed value quantification across presales, sales, and customer success
- 80 percent of sales reps adopted the value selling platform
- Win rates increased from 8 percent to 55 percent, a 6x improvement
Challenge
Databricks operates with a consumption-based pricing model, meaning customers spend more as they use more. This makes the ability to articulate value essential for securing funding, expanding use cases, and driving continued platform adoption.
To support this, Databricks set out to build and scale a value consulting practice that would empower GTM teams to quantify and communicate value at every stage of the buyer’s journey. Sales and Customer Success needed an easy-to-use platform that could quickly quantify projected and realized value for both new and existing customers.
Solution
Databricks deployed Mediafly’s value selling platform to demonstrate potential business value to buyers and accelerate value realization for customers.
Doug May previously partnered with Mediafly to build a value acceleration program at Splunk, and when developing Databricks’ value function, he knew the same approach would drive success.
May shared his advice for value leaders:
Working with Mediafly’s value experts and platform, Databricks developed:
- Top-down buy-in and strong C-suite alignment on the importance of value
- Earlier and more enthusiastic adoption thanks to an intuitive UI
- Enhanced value storytelling capabilities across customer-facing teams
- Proof of success in post-sale with compelling value evidence
- Greater belief and trust during presales by giving customers confidence in their decisions
Outcome
Databricks achieved exceptionally high adoption of its value selling platform, with 80% of sales reps using it for business value assessments.
When reps used value selling in customer interactions, win rates increased from 8% to 55%, which represents a 6x improvement.
May summarized the impact: