Client Success - newScale

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newScale, Inc., now a part of Cisco, is the leader in IT Service Catalog and Service Portfolio Management software solutions, with more than 1.5 million users worldwide.


Business Issues

  • Continue impressive growth rate
  • Reduce cost of sales

Challenges

  • Uneducated prospects in emerging market
  • Lengthy sales cycles with extensive justification required
  • Poor differentiation of products; difficulty in making products personally relevant to buyers
  • Win ratios lower than desired

Visualize Solution

  • Trained sales, marketing, and management in ValueSelling
  • Integrated process within company’s CRM tool

Impact

  • Year-over-year growth is more than 50%
  • 12-month pipeline grew from 59% to 97%
  • Upside deals grew 60%
  • Average sales cycle shortened from one year to nine months

newScale believed that by implementing a common framework it would allow them to better understand the sales process, drive improved sales effectiveness, and shorten sales cycles. ValueSelling enabled their global sales team to better understand how to uncover critical issues and challenges faced by their customers. In addition, programs were developed to help sales and marketing to link newScale’s solutions to their customers’ problems, and to discover and articulate the personal and business value of working with newScale.

Contact

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

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