“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
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.’”