Egnyte is a software company that provides a cloud platform for business data. They needed an intuitive and easy to integrate business value toolset to scale its value selling program.
• Selling to technically-minded buyers had made it easy for Egnyte’s sellers to fall into the habit of pitching technical capabilities.
• Difficult for buyers to quantify the business value of Egnyte to other key stakeholders across the business.
Egnyte opted to apply Mediafly’s Value Enablement Lifecycle to help them quantify their value.
Increased average win rate from 25% to 70%
Increased average deal size (as result of win rate)
Increased engagement within internal sales team
It became apparent right away that win rates were massively impacted. In last year Q2, we saw our highest ever value tool - impacted win rate of 82%.
Aaron Froburg, Senior Director of Value Acceleration
Micro Focus saw impressive results using Mediafly’s ValueStory® such as:
Better engaged sellers
More strategic long term partnerships
Better able to meet the needs of the buyer
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