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.