Databricks Boosts Win Rate 6x with Mediafly’s Value Selling Solution

By Lindsey Tishgart | May 24, 2022

From value-focused storytelling to ROI calculators, Mediafly Value360 helps B2B revenue teams quantify business value at every stage of the customer journey


CHICAGO — May 24, 2022 — Mediafly, a leader in revenue enablement and revenue intelligence, today announced B2B revenue teams are seeing shorter sales cycles, increased net retention rates, higher competitive win rates, and lower discounts using its Value360 solution. 

Databricks, the Data and AI company and pioneer of the data lakehouse paradigm, is growing fast and expanding its presence globally. To efficiently scale its sales team and effectively quantify and communicate its usage-based pricing model, the company knew it needed a value consulting practice and customizable assessments they could share with prospective buyers and existing customers.

“Having value-led conversations with highly technical users and buyers is very hard,” said Doug May, vice president of Value Acceleration at Databricks. “By partnering with Mediafly, we make those conversations easier for our go-to-market teams and the resulting business cases simple to build.”

Databricks partnered with Mediafly to launch a business value assessment using the company’s Value360 solution. Within the first year of launch, the company has seen a 587% increase in win rates when the tool is leveraged.

Mediafly Value360 is a secure, SaaS-based, value-focused solution that makes it easy to launch business value assessments, ROI calculators, realized value calculators, and TCO comparisons. These tools:

“Giving your team powerful tools like Mediafly with simple, digestible user interfaces that are easy to get behind will increase self-service adoption and drive additional business value within our customer relationships,” said May. 

“Our specialized value team can’t be in the room for every customer conversation,” added Gavin Edgley, senior director of Americas Value Acceleration at Databricks. “Our partnership with Mediafly empowers our sellers to cut through the complexity and move independently so we can scale quickly.”

Mediafly’s intuitive UI led to early and enthusiastic adoption of Databricks’ business value assessment. Additionally, the newly launched value consulting practice enhanced the value storytelling capabilities across the GTM team, established alignment and buy-in across the c-suite on the importance of value, and most importantly, built trust with prospects during the presale stage and proved realized value to customers post-sale. 

“Today, buyers are significantly more concerned about what their spend gets them than the actual dollars and cents involved, particularly when it comes to consumption-based pricing models,” said Dan Sixsmith, SVP Value Enablement, Mediafly. “Databricks is leading the way, enabling their sellers to showcase value — and focus the conversation on what their customers can achieve. The result is compelling, data-driven stories that spotlight ROI and make it easier for buyers to say yes.” 

To learn more about Mediafly Value360, visit




About Mediafly:
Mediafly is the intelligent revenue engine B2B teams rely on to understand, predict, coach, and execute at the highest levels. Organizations worldwide, including PepsiCo, Disney, JLL, Brightcove, Comscore, and Sealed Air, turn to Mediafly’s revenue enablement and revenue intelligence solutions to engage audiences and motivate confident purchase decisions — ultimately taking back control of the buyer journey.  From interactive content to sales training, predictive forecasting to value selling, Mediafly’s Revenue360 platform helps customers close more deals faster, accelerating pipeline and growth. Mediafly is proud to consistently be named to the Inc. 5000 Fastest Growing Companies and Crain’s Best Places to Work. To learn more, visit or follow @Mediafly for more information.

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