Valuation Case Studies and Success Stories: Driving Measurable Results with ValueSelling Framework®
Introduction
In today’s competitive business landscape, organizations are constantly seeking ways to drive measurable results and achieve revenue growth. One proven approach is the adoption of the ValueSelling Framework®, a comprehensive sales methodology that focuses on creating value and building customer relationships. In this article, we will explore a series of valuation case studies and success stories that demonstrate how companies across various industries have leveraged the ValueSelling Framework® to achieve their business goals. From improving forecast accuracy to optimizing the customer experience, these real-world examples showcase the power of value-based selling in driving success.
Improving Forecast Accuracy
Case Study 1: An Emerging Cloud-Based Marketing Automation Platform Company
An emerging, cloud-based marketing automation platform company sought greater forecast accuracy to drive revenue growth. By adopting the ValueSelling Framework®, the company’s entire value chain, including the executive team, board members, pre-sales, product, customer engagement, and professional services, aligned their sales approach towards value-based selling. The results were remarkable:
• Lead conversions improved from 25% to 40%
• Realistic and accurate forecast for sales leadership
• Seamless hand-off leads to better client service
• Uncovering more opportunities
Case Study 2: Cable Bahamas
Cable Bahamas, a company transforming itself from a commoditized “TV company” to a custom solution provider, needed to develop greater customer intimacy. By implementing the ValueSelling Framework® sales methodology, the sales team exceeded targets, strengthened relationships with top echelon customers, and uncovered more opportunities. The results were impressive:
• Achieved 107% of sales goals in FY 2020, despite the negative impact of Hurricane Dorian and the COVID-19 pandemic
• Commercial cable business reached 182% of quota
• Mobile business achieved 155% of quota
Differentiating from the Competition
Case Study 3: An Engineering and Energy Services Firm
In a hyper-growth phase, an engineering and energy services firm aimed to operate more efficiently and effectively by adopting a strategic sales approach. The practical ValueSelling Framework® sales methodology provided the sales and engineering team with a clear framework to focus conversations on customer value. The results were evident:
• Higher win rates
• More time spent on winnable business through a stringent qualification process
• Broader solutions for all stakeholders
Case Study 4: doeLEGAL
The doeLEGAL team sought to accelerate growth by implementing a value-based messaging strategy using the ValueSelling Framework®. This approach enabled them to drive more leads and win against the competition. The results were impressive:
• 3x increase in RFP wins
• 300% increase in demo requests
• 100% increase in website engagement through campaign email calls to action (CTAs)
Moving Opportunities Forward
Case Study 5: An Innovative IoT Company
One of Denmark’s most innovative IoT companies provides a mobile communication channel for shopping malls to increase foot traffic. However, their initial presentations failed to lead to meaningful conversations and business opportunities. To jump-start the sales process and start winning business, the entire sales and leadership team adopted the ValueSelling Framework®. The results were exceptional:
• In 6 months, order size increased 9x
• Average order size grew 10x year-over-year
• Solutions sold rose from 1 to 10
Case Study 6: Evergage
The Chief Revenue Officer (CRO) at Evergage recognized the need for a common language and a rigorous qualification process to drive revenue. By adopting the ValueSelling Framework®, the sales team achieved outstanding results:
• Largest quarter in the company’s history
• 50% of the enterprise team achieved 150% or more of quota
• The entire sales team exceeded their numbers 4 days prior to the end of the quarter
Selling in a Commoditized World
Case Study 7: A Network Security Company
A network security company faced fierce competition in selling commoditized products to US government agencies. Rather than competing solely on price, they differentiated themselves as a value-based government service provider by implementing the ValueSelling Framework®. The results were impressive:
• Services business tripled in growth
• All-time high Customer Net Promoter Scores
• Company-driven products/solutions accounted for more than 50% of total revenues, surpassing the industry average of 25%
Case Study 8: Hanzo
Hanzo, a company specializing in AI-powered investigative technology, sought to enhance customer experience and align sales and marketing efforts. By adopting the ValueSelling Framework®, the sales and marketing teams developed a common language focused on customer value, resulting in the following outcomes:
• Qualification became 2x faster
• Time to close decreased by 50%
• Tenured reps exceeded the previous year’s performance by as much as 350%
Maximizing Pipeline Conversion
Case Study 9: Hitachi Vantara
Hitachi Vantara, a global company, aimed to unify its sales approach and achieve revenue growth. They chose the ValueSelling Framework® to drive adoption through a comprehensive learning program. The results were outstanding:
• 3x increase in bookings quarter over quarter
• Reduced sales cycle time
• Improved win rate
Case Study 10: Learning Company HMH
HMH (Houghton Mifflin Harcourt), a learning company, underwent a global transformation by adopting the ValueSelling Framework®. This resulted in a shift from a product-centric to a customer-centric approach, enabling integrated solution-based sales. The outcomes were significant:
• Transition from core education-based to integrated solution-based selling
• Transformation from content publisher to learning company
Creating a High-Performance Sales Culture
Case Study 11: JAMPRO
JAMPRO, an organization focused on capital investments, job creation, and export sales, achieved its targets by adopting the ValueSelling Framework®. This transformation resulted in the following outcomes:
• Achieved 100% of capital investment targets
• Exceeded job creation targets by 128%
• Achieved 88% of export sales targets, despite a fallout in the bauxite/aluminum industry
Case Study 12: Global Manufacturer
A global manufacturer expanding into the US water metering market needed to transform technical speak into effective business conversations. By implementing the ValueSelling Framework®, they achieved remarkable results:
• Higher win rates with larger utilities
• More rigorous assessment of opportunities to identify, advance, and close deals faster
• Poised for leadership in the US water metering market
Accelerating Growth
Case Study 13: A Provider of Market Intelligence Solutions
A leading provider of market intelligence solutions aimed to increase close rates and articulate its value proposition effectively. By adopting the ValueSelling Framework®, the company quintupled its revenue and achieved the following outcomes:
• 33% increase in gross revenues
• 22% increase in productivity
• Best half ever in 2016
Case Study 14: Senior Leadership
Senior leadership recognized the importance of a unified sales approach and trained 600 sales reps in the ValueSelling Framework®. The results were remarkable:
• Sales team qualified deals more effectively
• Sales reps engaged in more meaningful conversations with decision-makers
• Bigger deals closed faster
Sustainable Funding Increases
Case Study 15: Parallax
Parallax, a team of young scientists and engineers, excelled at ideating novel solutions but struggled to connect their offerings to the client’s critical mission issues. By adopting a value-based approach facilitated by the ValueSelling Framework®, they achieved the following outcomes:
• Sustainable funding increases
• 4-fold increase in project pipeline throughput
• Increased RFPs and won more recompetes
Case Study 16: Paylocity
Paylocity, a provider of HR and payroll solutions, used the ValueSelling Framework® to enable purposeful conversations with decision-makers. The results were significant:
• Significant increase in rep productivity, deal size, and First Time Appointments (FTAs)
• Exceeded quota in YE2019 and YE2020
Using Lean Processes to Grow Sales
Case Study 17: Global Oven Manufacturer
A global designer and manufacturer of state-of-the-art ovens aimed to extend its lean manufacturing efficiencies into the sales process. By implementing the ValueSelling Framework®, they achieved the following results:
• 75% close rate
• 25% and 35% increase in on-site prospect meetings in 2016 and 2017, respectively
• 23.5% increase in sales and 29% increase in EBITDA
Case Study 18: Empowering Channel Partners
Wildix, a provider of UC&C solutions, aligned its sales and marketing teams with the ValueSelling Framework®. They further extended this approach to their channel partners, empowering them to qualify quicker, sell on value, and grow their businesses. The outcomes were impressive:
• Secure more channel partners faster
• Offer a proven way to grow reseller business
• Expand market share year-over-year
Conclusion
These valuation case studies and success stories highlight the transformative power of the ValueSelling Framework® in driving measurable results across different industries. From improving forecast accuracy to accelerating revenue growth and optimizing the customer experience, organizations have achieved remarkable outcomes by adopting value-based selling strategies. By aligning their sales approach with customer needs and demonstrating the value they provide, these companies have gained a competitive edge and achieved their business goals. Embracing the ValueSelling Framework® can be a game-changer for any organization looking to drive measurable results and achieve sustainable growth.