TECHNOLOGY CASE STUDY

Objective Corporation Creates More Compelling Financial Justification for Information and Process Governance

Objective | Australia | 250+ employees

The Challenge

Objective provides information and process governance solutions to enable government entities and commercial organizations to optimize business processes, improve collaboration, and confidently advance digital transformations.

Based on experience, the Objective team knew the greatest success for both the company and their government and business customers came when the business value of their solutions was quantified early in the sales cycle. In order to improve prospect and customer engagement, the company sought an approach that would help its teams identify and communicate this value in every single interaction.

The Solution

The Objective team first worked collaboratively with Mediafly to create a credible financial justification model, to quantify the differentiating business value of their information and process governance solutions, and enhance ROI calculations with insightful benchmarks, success stories, and value storytelling.

Next, the Mediafly team leveraged this content to create an interactive sales tool used by the Objective team within Objective’s Value Program. The program identifies opportunities, assesses challenges, and creates a compelling justification for project initiatives. Program outputs include personalized commercial insights, solution recommendations, business value calculations, and relevant success stories presented for each unique selling situation.

“With Mediafly, we are able to produce a more credible, comprehensive business case for each unique prospect opportunity, allowing us to present compelling value stories and gain quicker consensus from buying committees.”

Nick Bishara, Director of Sales Operations, Objective Corporation

The Result

The Objective team now leverages the Mediafly tool to fuel their value program and workshops, providing the ability for the team to engage with business value earlier in the buyer’s journey and scale to include ROI analysis in more deals than ever before. The Mediafly tools have helped the team differentiate from the competition, win more business, and fuel revenue growth.