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Micro Focus Drives Sales with ROI and TCO Tools from Mediafly

600

Independent
Users

700

Models

12

Capabilities

Technology | United Kingdom | 12,000+ employees

Learn how Micro Focus implemented value selling tools for more consultative sales engagements and increased competitive advantege.

Download Full Case Study

Bill Weinberg - Presales Director at Micro Focus

The Challenge

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.

The Solution

Micro Focus opted to use Mediafly's ValueStory®

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Communicating the value & benefits of their product

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Using ROI & TCO calculators

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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

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The Results

Micro Focus saw impressive results using Mediafly's ValueStory® such as:

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Better engaged sellers

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More strategic long term partnerships

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Better able to meet the needs of the buyer

Awards & Accolades

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