Addition of Embedded Content, Enhanced Customization & Self-Service Analytics Helps Revenue Teams Boost Win Rates Using Quantifiable Business Outcomes
CHICAGO – February 7, 2023 – Mediafly, the leader in Revenue Enablement and Intelligence, today introduced advanced enterprise value selling capabilities enabling revenue teams to personalize and optimize value selling initiatives throughout every stage of the customer lifecycle. The addition of value analytics, embedded content and new collaboration capabilities, enable revenue teams to shift from feature-based selling to value-based selling — putting economic and value-based outcomes at the forefront of buyers.
As the economy continues to put pressure on purchasing decisions, organizations that effectively quantify and communicate value throughout the buyer’s journey are seeing increased win rates, deal sizes, and account expansions. In fact, according to Gartner, buyers in midsize to large organizations ranked “Value assessment or business-case development related content” as the most valuable in making a final purchasing decision.1
The goal of value selling is to link capabilities in a vendor’s product or service to a customer’s value levers. Traditionally companies have attempted to showcase value through spreadsheet-based calculators, however those tools lack version control, security, CRM integration, reporting and ultimately see limited adoption from sellers (see 7 Reasons To Transform Your Existing Sales Spreadsheets into Value Selling Tools).
Mediafly’s comprehensive value enablement platform addresses these challenges, while making it easy to scale value programs across large enterprise organizations. Customers can quickly create business value assessments, total cost of ownership calculators, ROI assessments, realized value assessments, dynamic pricing calculators and more.
Customers benefit from:
- Flexible User Interface: Customize branding and calculations to support advanced business requirements, data sources, and advanced logic
- Advanced Analytics: Connect value tools usage to pipeline and performance, creating actionable insights that improve business outcomes
- Self-Service: Launch new tools quickly with an intuitive self-service platform designed for non-technical authors to create & update tools
- Embedded Content: Enhance value tools with rich images, videos, and URLs to educate buyers in the moment
- Value Storytelling Framework: Drive internal and external adoption with a proven, value-focused methodology leveraged by 1000s of organizations
“In today’s macroeconomic conditions, it’s imperative we arm our reps to effectively quantify and communicate the value of our solutions,” said Aaron Froberg, Sr. Director Value Acceleration, Egnyte. “Likewise, we, as a data-driven organization, need to effectively quantify and communicate the impact of our programs – value selling is no different. Mediafly is the only partner that can help us achieve both.”
“Now more than ever Finance teams, procurement and CFOs are weighing in on purchasing decisions,” said Dan Sixsmith, SVP Value Enablement, Mediafly. “Being able to present a compelling Business Value Assessment (BVA) that aligns a vendor’s solutions with the client’s business objectives presents sound financial support for moving forward with your solution should be a standard component of every proposal.”
Value360 is part of Mediafly’s modular Revenue360 platform, which includes sales enablement, content management, coaching, revenue intelligence, value selling, and talent intelligence.
To learn more about Value360 by Mediafly and how to start selling on value, visit www.mediafly.com.
1Buyers Cite the Importance of Value Assessment to Finalizing Buying Decisions, David Yockelson, May 2022
Mediafly is the intelligent revenue enablement platform B2B teams rely on to understand, predict, coach, and execute at the highest levels. Organizations worldwide, including PepsiCo, Disney, Comscore, and Sealed Air, turn to Mediafly 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 Mediafly.com or follow @Mediafly for more information.