Overview

A global industrial technology provider sought to modernize and scale its value-selling practice across multiple divisions and regions. Facing manual processes, inconsistent business cases, and difficulty communicating value in complex, consultative sales cycles, the organization turned to Mediafly Value to digitize, standardize, and automate its Business Value Assessment (BVA) workflow.

By integrating Mediafly with CRM and business intelligence systems and leveraging advanced AI-powered content generation, the company empowered sellers, services, and value engineers to deliver clear, data-backed value stories that improved deal outcomes and accelerated revenue.

At a Glance:

• Industry: Global Industrial Technology
• Primary Challenge: Scaling consistent, data-driven value selling across divisions
• Solution: Mediafly Value with AI automation, CRM/BI integrations, and enterprise-scale enablement
• Key Capabilities Used: Standardized BVA workflow, AI executive summaries, Salesforce integration, Snowflake/Power BI connections, use-case–based workspaces
  

Challenge

Disjointed Processes & Inconsistent Outcomes

Before Mediafly, the value engineering team relied on highly manual, complex workflows to connect C-suite priorities with operational solutions. This created inconsistent outputs and made it difficult to deliver a connected, repeatable customer experience.

Difficulty Communicating Value

Sellers struggled to consistently quantify and articulate business value throughout the customer lifecycle, particularly during high-stakes, competitive opportunities.

Operational Complexity at Scale

With hundreds of open opportunities across multiple business units, the organization lacked an efficient way to support value tool adoption, monitor KPIs, and generate actionable analytics for leadership.

Competitive Pressure & Stalled Deals

Teams frequently needed to justify investment, differentiate from competitors, and maintain deal momentum. These challenges were routinely intensified by lengthy sales cycles and complex buying committees, typical to the industry.

Solution

The organization selected Mediafly Value to transform its value engineering operations and scale value selling across the enterprise.

Standardized, Configurable Value Tools

Mediafly digitized and unified the company’s Business Value Assessment (BVA) methodology, connecting discovery, assessment, and delivery in a single, intuitive workflow. This allowed teams to produce consistent, customer-ready business cases at every stage.

AI-Driven Automation

Partnering with Mediafly’s AI team, the company implemented features like AI-powered executive summaries, reducing manual work, improving consistency, and enabling reps to deliver consultative, data-backed insights without relying exclusively on specialists.

Deep CRM and BI Integrations

Mediafly integrated with Salesforce and internal analytics platforms (Snowflake, Power BI), enabling automatic data exchange, real-time KPI tracking, and accurate measurement of adoption and value realization.

Enterprise Enablement & Governance

With support from Mediafly Customer Success and Creative Services, the organization launched use-case–specific workspaces, branded content, role-based enablement, and broad GTM training — aligning sales, services, and partner teams around a unified value-selling framework.

Outcome

Win Rate & Deal Cycle Acceleration

After adopting Mediafly’s BVA tool, the company converted a $60K opportunity (projected 18-month close) into a $4.9M win in just 4 months. In every opportunity where the BVA was used during the initial rollout, the organization reported a 100% success rate, alongside measurable reductions in sales cycle length.

Critical Deal “Saves”

When a customer attempted to retract a signed PO, the Mediafly-powered business case played a pivotal role in salvaging the opportunity. Within a week, the client re-committed, stating:
“This is exactly what we needed, the project is back on.”

Program Expansion Across the Enterprise

The initial rollout supported 1 division and 31 of 1,900 active opportunities. Early wins drove executive sponsorship, expansion to additional divisions, and new headcount for the value engineering team.

Recognition & Professional Impact

The success of the Mediafly-enabled program elevated the visibility of the value engineering function, granting direct CEO access, top-down recognition, and validation of the team’s strategic influence.

Quantifiable Business Impact

The Mediafly BVA program contributed to competitive advantages in deals valued up to $19M, while laying the groundwork for next-generation capabilities including AI-driven summarization, automated proposal generation, and systematic KPI tracking.

Why Mediafly

The company sought a partner capable of transforming value engineering into a scalable, data-driven, innovation-focused operation. Mediafly stood out for its:

• Highly configurable value models and workflows
• Deep CRM and BI integrations
• AI-powered automation and executive-ready summarization
• Consultative customer success and enterprise enablement
• Ability to drive consistent, measurable, repeatable ROI across teams
  

Mediafly’s platform became the backbone of the organization’s value-selling strategy — enabling strategic alignment, accelerated deal outcomes, and sustainable program growth.