Value Selling Programs Case

Case Studies

Satisfying Cost Justification Hurdles on a Major Deal

The Problem TFP’s client, a major software vendor, was hoping to close a big deal with a large financial services provider.  But the deal had stalled; obstacles were materializing with the magnitude of the deal that was being discussed.  In particular the customer wanted a precise and reliable analysis that demonstrated the financial impact over …

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Talking to the Business to Expand the Deal

The Problem The client, a major software vendor, wasn’t satisfied.   While the sale of a point solution to the customer, a large medical insurer, seemed in the bag, the account team wanted more.  The account executive was sure that he had a lot more to sell that the customer needed if only he had the …

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Growing the Deal by Driving Consensus Across the Enterprise

The Problem TFP’s client—a major software vendor—had set an aggressive target in its negotiations with the customer, a large regional energy provider.  But the customer indicated that support for the acquisition across various business units was inconsistent at best.  As a result, the account team began to consider a limited deal to a single division …

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