TECHNOLOGY CASE STUDY

Adaptive Insights Empowers Field Reps with Value Selling Tools and Gets More Prospects to Say “Yes!”

Adaptive Insights | Palo Alto, California | 500+ employees

The Challenge

Adaptive Insights, the worldwide leader in cloud corporate performance management (CPM) and business intelligence (BI), focused its sales messaging on how it could help prospects plan and budget faster. However, their field reps were failing at getting prospects to take the next step. Unable to show prospects the economic value of their solution lengthened Adaptive’s sales cycle and impacted revenue.

Adaptive sought a solution that would help them show prospects its value in four key areas, including:
1) Acceleration
2) Cost benefits around greater productivity and fewer indirect costs
3) TCO improvements over the tools customers are currently using
4) Strategic benefits, such as growing revenue and cutting costs

The Solution

To empower its field reps to be more consultative, Adaptive needed a sales tool that would help reps demonstrate its value to prospects. The value selling tool had to be easy to use, so reps could quickly create business cases that would make them look credible in front of prospects. The tool also needed to measure prospect and field rep engagement.

Paul Turner, Adaptive’s Vice President of Product Management, selected Mediafly to build out the tool based on a thoughtful and complete business case. Adaptive included sales stakeholders on calls to ensure what was built would align with their needs, and Mediafly provided best practices and advice on how to frame their benefits before building and deploying the tool in just three months.

“The value selling tool helps our sales cycle move quickly. Field reps can instantly create business cases collaboratively with customers, answer questions, and then move on to the next step. The tool helps us engage with customers more collaboratively and also makes us look more consultative than our competition.”

Paul Turner, Vice President of Product Marketing at Adaptive Insights

The Result

Prior to launching its value selling tools, Adaptive received ongoing requests for business cases from field reps. Now, the requests have stopped. Field reps have all of the information they need to create compelling business cases. They can also answer prospects’ questions about ROI.

Adaptive tracks the tool’s online usage to help measure its success, ensure online usage isn’t dropping off, and to make sure field reps are using the tool to close sales every month. The tool has not only made more collaborative and consultative sales engagements possible but also differentiated Adaptive’s sales reps from the competition and accelerated sales cycles.