Client Success - MapR

MapR

MapR, an enterprise software company, uses Apache Hadoop-derived software to address Big Data challenges. Bringing the best filesystem, the best database, and the best messaging system in the industry, MapR is the technology backbone for some of the largest companies in the world, including American Express, Cisco, Qualcomm, Samsung, and UnitedHealthcare Group, among many others.

Business Issues

  • Difficulty identifying real opportunities early on in the sales process
  • Trouble scaling its sales team
  • Need for a consistent sales process that could be adopted by the entire company

Visualize Solution

  • ValueSelling workshops delivered to all new hires to ensure the process is part of company DNA
  • SKO Keynote presentation with a focus on developing value-based stories to increase credibility
  • Custom case studies

Challenges

  • Lack of consistent processes, training and tools
  • Lack of differentiation in an ultra competitive marketplace
  • Sales professionals not consistently being able to qualify opportunities, especially larger deal pursuits

Impact

MapR achieved the following:

  • 2x growth year over year
  • New pipeline growth quarter over quarter
  • A 63% increase in new account average order value
  • More accurate forecasting across sales campaigns
  • Key wins with the largest enterprise accounts in company history

With dramatic growth in a competitive marketplace, MapR knew that utilizing a common framework would be essential in scaling. The introduction of ValueSelling resulted in getting everybody speaking the same language and assessing opportunities with the same framework, effectively helping MapR differentiate itself in the Big Data space.

Contact Us

Email: info@visualize.com

Phone: +1-248-593-5455 or
+1-888-88-GOALS (46257)

Mail: Visualize Headquarters,
452 Bonnie Briar, Suite 100,
Birmingham, MI 48009

Testimonials

I would attribute a lot of our success as a company to the ValueSelling Methodology. It helps us craft the right message without gaps.
Rob Wiens, Managing Director, Sequoia Enterprise Solutions