Client Success - SuccessFactors
SuccessFactors is an American multinational SaaS company focused on Performance and HR management.
- Grow revenue and market share at all costs while successfully scaling business
- ValueSelling workshops delivered to all new hires to ensure the process is part of company DNA
- Custom case studies
- Reps did not focus on value
- Low contact
- Demo to win
While growing from 9 reps to 100+ reps, SuccessFactors achieved the following:
- $42K ASP Enterprise ACV (annual contract value) to $200K ACV + 1M+ deals/qtr
- New pipeline growth quarter over quarter
- Average Rep productivity – $800K – $1.05M – $1.25M – $1.4M
- Increasing forecast accuracy
With the challenging objective of growing revenue and market share while successfully scaling the business, SuccessFactors knew that utilizing a common framework would be essential. The introduction of ValueSelling resulted in reps improving their ability to focus on value and increase contact. Over a four year period, SuccessFactors grew from 9 reps to over 100. Utilizing a common framework was key in making sure everyone was speaking the same language.
“Biggest Impact from ValueSelling and Visualize while increasing forecast accuracy average Enterprise Deal size of $42K to $160K in one year! (280%)”
– Dave Yarnold, SVP