As one of the world's largest software companies, Micro Focus is committed to providing value-added solutions across the key domains of Enterprise DevOps, Hybrid IT Management, Security, Risk & Governance, and Predictive Analytics. But:
• Selling to technically-minded buyers had made it easy for Micro Focus sellers to fall into the habit of pitching product features and functions.
• Difficult for IT buyers to justify the purchase of Micro Focus to other key stakeholders across the business.
Micro Focus opted to use Mediafly's ValueStory®
Communicating the value & benefits of their product
Using ROI & TCO calculators
Tools available to sellers and partners
We've created a new energy inside our sellers. They're engaging in more strategic conversations at executive levels, and it's really elevated our opportunities.
- Bill Weinberg, Presales Director, Micro Focus
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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