Case Study

Xfactor.io's Value Execution Helps Planview Increase Average Sales Price by 93%

Industry: Global Enterprise Software

Location: Austin, TX

Number of Employees: 1,300

Planview-logo

“I’ve used these tools throughout my career and while different people have had very effective calculation tools, the presentations were always lacking. With Value Execution, the output is world-class.”

Jeff Bolke, Executive Vice President of Sales

Challenge

Planview struggled to elevate prospect conversations above features & functions and were unable to scale value conversations

  • Struggled to maintain business case consistency across a global salesforce
  • Biggest competition was status quo or 'do nothing'
  • Relied on spreadsheets that were error-prone and lacked adoption

Solution

With Value Execution, Planview helped their sales team establish and clarify business value, resulting in more deals at a larger ASP

  • Ensured consistent business cases across their global sales team
  • Reduced time to prepare business cases from 2-3 weeks down to minutes
  • High-quality, professional assets generated automatically that sellers can send directly to prospects

Results

93%

Increase in ASP for Strategic Deals

16%

Increase in ASP for Enterprise Deals

Why Planview Chose Value Execution as their Value Management Platform

  • Professional, automated assets that put field-ready business cases in the hands of their sales team

  • Ability to support their global go-to-market efforts to ensure consistency across the global sales organization

  • Self-service capability ensures value-focused conversations in every sales cycle

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Planview has one mission: to build the future of connected work. Their solutions enable organizations to connect the business from ideas to impact, empowering companies to accelerate the achievement of what matters most. Planview’s full spectrum of Portfolio Management and Work Management solutions create organizational focus on the strategic outcomes that matter and empower teams to deliver their best work, no matter how they work.