Client Success - SuccessFactors

SuccessFactors

SuccessFactors is an American multinational SaaS company focused on Performance and HR management.

Business Issues

  • Grow revenue and market share at all costs while successfully scaling business

Visualize Solution

  • ValueSelling workshops delivered to all new hires to ensure the process is part of company DNA
  • Custom case studies

Challenges

  • Reps did not focus on value
  • Low contact
  • Demo to win

Impact

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

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

“Because of the sessions, 3 of my priority deals were moved forward. I also kicked off 2 new projects and was able to tie business issues to procedural problems, both at very large accounts.

I think my attendance alone could potentially more than pay for the entire session last week. ..and I’m not kidding.”
Luke AbernethyVaronis