Enabling and Accelerating Sales Globally
My first exposure to TFP came in 2001 as while I was running North American Operations for Genesys. While my initial expectations were that TFP would be an avenue to pursue alternative financing for my enterprise customers, I quickly learned that they provided much, much more. As financial justifications became more stringent across our customer base, TFP provided a strong addition to my sales teams working on the largest transactions. Their ability to understand the customers’ financial position, future objectives, processes for analyzing the business cases made a huge impact on our sales results. They were engaged in 90% of the top transactions in NA from 2001 until mid-2004 when I took over as CEO of the company.
As CEO, I immediately extended the TFP relationship, globally. Their ability to grasp the geographic diversity of tax implications, interest rates, and contracting practices, led to added success for our company outside the North American region. In short, TFP became a trusted part of worldwide sale organization, providing key support to all aspects of the financial selling processes.
— Wes Hayden, Genesys CEO, 2004-2007, (Current CEO, Virtual Hold Technology)
Building Big Revenue
“TFP is to building big revenue as flossing is to dental hygiene. A necessity.”
“If this were a post on Facebook, you would see a “Like” from every sales manager and then some. TFP will be one of your best friends in helping you succeed at our company. Oh, they are great with and in front of the customer!”
“We can all agree that fancy spreadsheets and pretty graphs don’t win deals. People do. As financial consultants, TFP are an A-team and a critical part of the equation. They have proven their ability to execute with customers every day.
TFP works side-by-side with the North American sales field, Business Consulting team, and Strategic Solutions resources every day as they meet with executives and financial analysts from our strategic customers. Understanding both the value of our solutions and the key financial drivers and math modeling that make up a compelling business case, they take a consultative approach in completing and articulating convincing business cases to an executive audience. They iterate through and co-present the results of our joint analysis with executives in a clear and persuasive manner that drives significant revenue to our company every year.”
Overcame Budget Constraints, Accelerated Revenue & Increased Deal Size
“TFP showed how a $1.28M multi-product solution was a much smarter investment (greater returns) than a less expensive single-product solution. We proactively structured the deal with flexible payment terms as we encouraged them to add some key capabilities that were not part of the original project scope. This started as a $600k deal, with just an adapter for the existing system, but with TFP we added additional software and products, growing the deal to over $1.2 million.
This was not a budgeted initiative originally, and even when money was reallocated from other projects, the available budget was still less than the total sale. TFP allowed us to take advantage of a multi-year budget to complete the deal.
This was a key win as it is a new customer and will lay the foundation for additional business throughout all of their campuses!”
Accelerated Revenue & Discount Management
“The payment terms helped to accelerate and ultimately get closure to the transaction. Without the financing options, we would have been in bad shape. The finance option certainly helped to keep the software price high.”
Accelerated Revenue & Discount Management
“We would have had a challenge getting them to commit to the larger upfront payment. Payment terms helped accelerate the deal and preserve the initial proposal amount.”
Capturing the Value of the Total Solution
“Thanks for putting together the Executive Financial Summary to capture the business case (ROI and TCO) results. You helped us quantify the value of the software, provide payment terms, illustrate cash flow, ROI, operating and capital budget impacts while keeping the huge $ business value central to the discussion. The CIO was very, very, very, impressed. Blew him away. Discussion went very well and we are closing the deal this quarter. My RVP is loving you guys. He looked like a genius on the call!”
Professionalism & Responsiveness
“We could have not closed the deal without the payment terms. It’s not only the simplicity of the documentation and the process, but I also found a high level of responsiveness and a real sense of business at Technology Finance Partners. In my opinion, that comes from the professionalism of the TFP team members.”
Opening Doors & Growing Deals
“This is the second time I’ve worked with Technology Finance Partners to grow a deal from six figures to seven using a comprehensive business case and payment terms that met some very stringent internal hurdles. Their knowledge impressed the CFO and CIO enough to give us real credibility and to open doors to in-depth discussions I could never have had on my own.”
“Our first engagement with TFP helped us land a multi-million dollar win! We had heard about TFP and their ability to help drive revenue through financial sales execution techniques, but had no idea how plug-and-play they were until we pulled them in to provide business case analysis support to one of our top prospects. After one account team call, they were able to get on the phone with our sponsor and drive the development of a compelling business case that helped us close one of the largest sales in our history. Their process was fast, professionally executed and delivered its own convincing ROI. We are now using TFP to help us drive ROI and business cases in other large, strategic deals.”
— Scott Rosecrans, Director of North America Sales, Enterprise, FinancialForce.com, Inc
Quantifying Value to Drive Revenue
“Technology Finance Partners are experts in connecting your company’s value proposition to prospects’ needs in a universal language: money! We hired TFP to build an ROI tool for our Voice Biometrics solution in 2012. Because of this investment, we can now better quantify our value from the customer’s perspective. The TFP ROI tool has been used to close tens of millions of dollars in new license business. Moreover, TFP has followed up to provide training and suggested modifications to help drive user adoption. TFP provides the whole package—domain expertise, quality user interface and ongoing support to ensure success.”
– Bretislav Beranek, Senior Principal Solutions Marketing Manager, Nuance Communications, Inc.
Quantifying the Value
“A major challenge faced by sales people that want to sell business value at the executive level is their lack of skill and resources to quantify, in customer financial terms, the revenue, cost, or capital impact of their solution. TFP helps sales teams put the process in place to get this done efficiently, at both the early and the later stages of the sales/closing process.”
– Robert L. Andronici, Andronicus Associates & Kirby Arnold Associates
Moving to the Cloud
“TFP has been a true partner, in the purest sense of the word, for my five years at Genesys. I was hired into Genesys to help develop a new business model focused on helping Genesys partners deploy new “cloud” services based on Genesys licensed products and services. At every step along the way we leaned on TFP to help us innovate. From the usage based pricing model, through the TCO comparison tools we gave to our partners, up to a very robust business case analysis tool we developed to help our partners build their business cases and all the way to a P&L analysis that tracked the success of the assumptions in those business cases, TFP became the backbone of our business model innovation.
Along the way, I was even able to challenge the TFP team to take on engineering style challenges like developing an Erlang tool to help partners better size customer proposals for their cloud based services. By simplifying the very complex requirements in understanding how to best handle peak hour load, the TFP developed tool directly led to greater sales and improved satisfaction because customers weren’t overpaying for the needed cloud capacity.
Most importantly, TFP brings the business savvy to know how and when to balance the need for a Statement of Work for a more formal project with a “gentleman’s agreement” to get something done that has high priority and lacks the luxury of time to be that formal. This is the truest sense of partnership and TFP has exhibited it in every interaction for these five years we’ve worked together.”
– Chris Morley, former VP SaaS/Hosted Strategic Solutions, Genesys Telecommunications
Accelerated Revenue & Increased Sales Effectiveness and Efficiency
“Managing the North American business consulting team, my team and I have enjoyed an extremely positive working relationship with TFP. We have jointly developed our processes so that TFP is now a critical part of our business consulting team. TFP plays a critical role in our sales process which is instrumental to our ability to close business today, and we are confident it will continue to pay huge dividends going forward. TFP has been a great partner in our drive to sell new solutions, continually bringing new and creative improvements to our sales methodology. Thank you all for your inspired work for the company.”
Capturing the Value of the Total Solution
“I’ve worked at Oracle, HP, Teradata….I’ve never seen any organization put together models or analysis like these guys do.”
– Manager, Major Accounts
TFP Business Case Presentation
“A TFP client sales team and TFP business case analyst making a financial presentation to a potential customer’s decision making team, end of meeting quote: “This is a very good tool and something your competitors are lacking.”
“TFP’s ROI tool is certainly better than anything we’ve seen from other vendors. It does give you a competitive advantage.”
Improving Sales Effectiveness
“I’ve been pulling in Technology Finance Partners to work on ROI analyses since 2008. Their expertise in mining unique business value from our solutions has helped me close several deals, including Con-way, Microsoft, Columbia and, most recently, Nike. Because our internal program is managed by Technology Finance Partners and they have domain knowledge across multiple verticals, they are able to expand the dialogue with my customers as they hone in on the business value – be it straight forward IT savings or more esoteric business impacts like savings on shipping costs or customer support escalations.
Think of TFP and their management team as core specialists. They are a valuable resource to leverage at the right time in a sales cycle. Quite frankly, I learn something new about my customers every time I engage them with TFP and I believe that with their help, I am more successful at holding discount and closing deals.”
Accelerated Revenue & Increased Sales Effectiveness and Efficiency
“This deal had a long sales cycle that involved taking the enterprise deal all the way to the CIO and then to finance for review. The TFP analysis converted finance into a champion of the project, actually pressuring IT to do the deal because it was in alignment with finance’s cost reduction initiatives. The TFP analysis was the cornerstone for the deal!”
Customer Satisfaction & Competitive Differentiation
“Nice job on this morning’s call. While we still have a way to go before their purchase, I did want to make known the unsolicited comments made by the customer about your role on the call today. The customer is a stickler for process and detail, so their accolades tend to be few and far between. For the customer’s executive buying team to comment positively takes a lot! To that end, they commented, ‘The presentation is very professional. It’s an easy way to step someone through the justification process and an easy way to show quantitative and qualitative benefits of the vendor’s solution.’
Thanks for doing a great job with this; your attentiveness, responsiveness and professionalism have gone a long way with solidifying our credibility with the customer.”
Value Based Selling
“In the last three weeks, working with the extended sales teams, we have been able to complete two separate Business Value Assessments for two divisions at a multi-billion dollar global account. These will be large transactions that we continue to work to close in the next few weeks.
I wanted to personally commend TFP for the significant contribution that TFP’s team was able to make regarding these BCA’s. TFP was able to take the basis ROI numbers that we gleaned from the customer’s senior management and model it essentially overnight with minimal changes needed! Both of these BCA’s were done in ‘hurry up mode’ based on the client requirements, and I’m not sure how we would have hit the deadline without TFP’s flexibility in meeting our needs.
Yesterday, we presented the first BCA to the Sr. CIO at the customer and their economic buyer. His comment was that they (the customer) should do the BCA type of analysis for all capital expenditures, and that he really liked that specific way that the financials were modeled to support each of the significant areas of ROI. His other comment was ‘I’m not sure I agree with all the numbers, but directionally you are spot on with your analysis and the financial logic you put into each separate business driver makes this both compelling and something that my team can modify as we move forward.’”
Increased Sales Effectiveness and Efficiency
“Thank you TFP for helping our champion build her business case and ROI for the products. This is how budget got allocated by the CEO and CFO.”
Training Leads to Sales Growth
The workshop proved more beneficial than imagined because we learned a completely new way to talk about our software. ROI tool training for our Account Executives and a revamp of our marketing collateral after the workshop saw a 73% increase in new sales growth. Best sales and marketing investment I’ve ever made!
— Harry Dean Billips, Vice President of Sales and Marketing, Tax Compliance, Inc.
Selling to the C-Suite
“Increasingly, technology purchase decisions are made in the C-Suite. Michael’s hands-on financial acumen training helped our sales and marketing teams develop the financial and business acumen required to understand how C-level executives make technology buying decisions.”
— Gary Brooks, Chief Marketing Officer, Syncron
Financial Sales Execution
“TFP delivered an engaging sales training program focused on financial sales execution to improve results in selling to business and financial buyers. We believe this will translate to faster sales cycles and less discounting. At our sales kickoff, TFP trained our sales team on financial acumen & advanced quantitative discovery. Based on feedback, we pulled TFP back in to deliver targeted webcasts on cost of decision delay and value selling. Their custom hands-on approach, focused on our solutions and verticals, holds our team’s attention to what could be an otherwise challenging topic.”
— Kristen Buhler, Senior Manager, Sales Training & Enablement, FinancialForce.
Fundamentals in Financial Acumen
“The financial acumen program is a great course to build strong fundamentals in ROI & go to market strategies. I would recommend it for anyone looking to connect solutions to business or market impacts.”
— Bill Toney, Vice President, Market Development of a large solution providing company