TECHNOLOGY CASE STUDY

Driving More Value Engagements Earlier with the PTC Service Parts Management Benefits Assessment

PTC Service Parts Management | Massachusetts | 6,000+ employees

The Challenge

The PTC team had a spreadsheet developed by an internal SME, and this was being used successfully to create business cases for proposed purchases by a small group of experts. Because of the inherent complexity of using a spreadsheet for financial justification, the tool wasn’t widely adopted and business value wasn’t being introduced to as many service prospects as it could have been.

The Solution

PTC leveraged Mediafly to enrich, validate, and convert the internal spreadsheet into an interactive self-service tool: the PTC SPM Benefits Assessment. The Mediafly team worked with PTC’s Service Lifecycle Management marketing and web teams to establish the requirements of the interactive marketing tool, and a team of experts to refine the financial justification and enrich and third-party certify the modeling. Accessed from PTC.com, the Mediafly-powered tool is used effectively by prospects, sales reps and partners to assess challenges, quantify benefits, and gather the initial financial justification to prioritize Service Parts Management with executives. With a gated report email, prospect leads are captured into Eloqua in real-time for tracking and nurturing.

Buyers using the tool can quickly and easily see the potential value of Service Parts Management with PTC and take a credible business case to other decision makers to convince them of PTC’s unique value and inspire them to change. Sellers can quickly and credibly conduct a more provocative value conversation and quantify the potential business value of Service Parts Management improvements with PTC.

“Mediafly worked with our team to make our good financial justification even better with their experiences and industry best practices and then developed an easy to use and attractive interactive tool around it, to help bring our value story to life.”

David Lee, Marketing Manager for Service Lifecycle Management Business Unit – Global Sales

The Result

With the PTC SPM Benefits Assessment, the value program is now scalable, enabling PTC to leverage business value earlier in the buyer’s journey and in more deals than ever before. The Benefits Assessment tool has advanced well beyond what the spreadsheet model was able to provide, helping PTC to capture more qualified leads, educate buyers, and motivate prospect purchase decisions.