Adaptive Insights Empowers Field Reps with Value Selling Tools and Gets More Prospects to Say “Yes!”

Adaptive Insights, the worldwide leader in cloud corporate performance management (CPM) and business intelligence (BI), focused its sales messaging on how it could help prospects plan and budget faster. However, their field reps were failing at getting prospects to take the next step. Unable to show prospects the economic value of their solution lengthened Adaptive’s sales cycle and impacted revenue.

Adaptive sought a solution that would help them show prospects its value in four key areas, including:

  1. Acceleration
  2. Cost benefits around greater productivity and fewer indirect costs
  3. TCO improvements over the tools customers are currently using
  4. Strategic benefits, such as growing revenue and cutting costs

Read the full case study below.

The value selling tool helps our sales cycle move quickly. Field reps can instantly create business cases collaboratively with customers, answer questions, and then move on to the next step. The tool helps us engage with customers more collaboratively and also makes us look more consultative than our competition.

- Paul Turner, Vice President of Product Marketing at Adaptive Insights