Case Study

Xfactor.io's Value Execution Helps CrowdStrike Realize $189 Million in Revenue

Industry: Cybersecurity

Location: Sunnyvale, CA

Number of Employees: 6,000+

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"We believe great customer engagements start with our ability to establish and communicate our value proposition, and Value Execution has enabled us to do so at scale and has helped us to establish customers for life.”

George Kurtz, President, CEO and Co-Founder

Challenge

CrowdStrike has long seen value as a guiding principle for sales, but needed to operationalize and scale this focus.

  • Help customers understand ROI at project initiation
  • Wanted to show value delivered to customers post-sale
  • Needed to grow sales when in-person selling was a challenge

Solution

CrowdStrike focused on three initiatives to ensure value realization from the introduction of Value Execution into its sales motion.

  • Enable sellers to easily create and leverage customized value analyses into their deal cycles
  • Leverage financial details accessed via Value Execution to pursue prospects
  • Value Realization drives higher renewal rates, expands upsell opportunities and builds brand loyalty

Results

$189M

Revenue influenced by BVAs

900+

Wins with a BVA

Why CrowdStrike Chose Value Execution as their Value Management Platform

  • Quickly provide credible BVAs to build relationships with customers and prospects

  • Increase value-based conversations to rapidly grow the business

  • Drive higher renewal rates, increase upsell and build trust and loyalty with post-sale value realization

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CrowdStrike has redefined security with the world’s most advanced cloud-native platform that protects and enables the people, processes and technologies that drive modern enterprise. CrowdStrike secures the most critical areas of enterprise risk – endpoints and cloud workloads, identity, and data – to keep customers ahead of today’s adversaries and stop breaches.