Case Study

Xfactor.io's Value Execution Helps Nasuni Scale Quantifiable Cost-Benefit Analysis for Prospects

Industry: File Data Services

Location: Boston, MA

Number of Employees: 440

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nasuni

“We were able to roll out Value Execution to our 150+ sales team in just three months... Our sales reps live in Salesforce, so being able to connect to Value Execution and build value props right from the Opportunity record means there is no change to their daily routine.”

Tom Rose, Vice President of Technical Marketing & Sales Enablement

Challenge

Nasuni struggled to quantify the added benefits their platform brings, beyond the competition.

  • Needed to present clear cost-benefit analysis for every opportunity
  • Lacked a repeatable, easy-to-use solution that reps could use
  • Heavily reliant on a team of value engineers and spreadsheets

Solution

By scaling value selling, Nasuni has won a record number of new customers and achieved its highest sales volumes in the company’s history.

  • With access to value analysis, sellers could sell more effectively and with confidence
  • Created an automatically-generated asset that helps empower their champions internally
  • Sellers have the ability to clearly highlight the business impact of the Nasuni's key differentiators

Results

1,123

BVAs created to date

99%

Annual Renewal Rates

Why Nasuni Chose Value Execution as their Value Management Platform

  • Cloud-based platform scaled value conversations to the field, instead of relying on over-worked value engineers

  • Ability to integrate with Salesforce so sellers could build value props easily from the Opportunity record

  • Automated, professional assets that sellers can send with confidence

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nasuni

Nasuni Corporation is a leading file data services company that helps organizations create a secure, file data cloud for digital transformation, global growth and information insight. The Nasuni File Data Platform is a cloud-native suite of services that simplifies file data infrastructure, enhances file data protection and ensures fast file access globally at the lowest cost.