Monday, July 18, 2016

Get a $120M revenue boost from partnering with customers on Value Selling & ROI / TCO? Splunk tells you how.

David Caradonna is the Director of Global Business Value Consulting (BVC) for Splunk, and with his team, they’ve achieved some incredible results from their value selling programs.

David was recently interviewed by the not-for-profit Value Selling and Realization Council, and the results of their Splunk BVC program are amazing.

With just a handful of resources, the Splunk team leverages the Alinean platform and analyst services to deliver a simple self-service catalog of ROI/TCO Tools. The program has resulted in sales reps engaging more often and partnering with customers and prospects on value analysis and delivery, with:
  • Over 1,500 business cases to prospects last year
  • 730 business cases in this last quarter alone
  • Influence on over $120M in annual new business wins each year.

The tools have been essential to get the company value-focused, with the Splunk BVC team able to quickly educate and train 150 sales reps and 300 field resources each quarter. The adoption has been incredible, with David reporting a whopping 60% adoption not just in sales, but across ALL employees.

Where most value engineering organizations have ratios of 24 sales reps for every value engineer, the Splunk BVC team runs lean and mean, leveraging the self-service tools to achieve an astounding 50:1 rep to consultant count.

David when asked about the top critical success factor for the BVC program at Splunk, indicated that “the vendor you choose to work with is vital to the program, turning your innovative ideas into a reusable tool that is going to be accessible and adopted by the masses in a self service mode so you can drive as much adoption as possible.“

David indicated that “In our case, we chose to work with Alinean, an amazing small company run by Tom Pisello.  They really understand value consulting; they live and breathe that. It was a no brainer to use these guys."

Discussing why the choice of Alinean was so critical, David adds: "You cannot succeed without a platform t that is not just to be used internally, but used with customers who are exposed to the process – one that is extremely simple yet creates and delivers comprehensive and credible deliverables.”

Developing and delivering this program with Alinean over the past three years, David and team have some poignant advice to assure a good rollout, adoption, usage and outcomes.


Learn more about Splunk's success: http://alinean.com/success-story-splunk/

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