Flexera Software is a leading global vendor of licensing, compliance and installation software. Flexera Software’s products increase application usage for producers and enhance the value that enterprises derive from their software licenses. Many of the world’s most recognizable brands depend on Flexera Software.
The Challenge
Flexera Software’s growing business lacked the standardized tools required to efficiently create strong business cases for major sales prospects. Their existing business case model understated the total business value that could be realized with Flexera’s solutions. As a result, in some instances sales cycle times were extended. Flexera Software needed better tools to help sales personnel communicate the customer-specific ROI of their products.
The Solution
Flexera Software approached AnalysisPlace for an integrated sales ROI tool spanning five of their key products – FlexNet Manager Suite for Enterprises, FlexNet Manager for Engineering Applications, App Portal, AdminStudio Suite, and Workflow Manager.
AnalysisPlace created a compelling ROI and TCO model for Flexera Software that accurately modeled their customers’ environments. The resulting tool quantified business benefits, savings and customer KPIs for individual customer scenarios and product configurations. It could be used collaboratively with prospects, producing five personalized Word and PowerPoint reports that effectively communicated the business case for the client’s chosen solution.
"AnalysisPlace has tools to better help us give prospects quantified insights into how we can contribute to their bottom line. The AnalysisPlace team was professional to work with, offered advice on best practices, and delivered a comprehensive business case tool in a short amount of time."
Cyndi Tackett, VP Sales Engineering, Flexera
The Benefits
Flexera Software saw immediate results from the AnalysisPlace-built tool. Within nine months, they rolled their tool out globally to approximately 60 major account managers and sales engineers, conducting more than 65 business value assessments during this time. The benefits they realized include the following:
- Reduction in sales cycle times.
- Reduction in average time to create business cases from 2 weeks to 1 week.
- Improvement in proposal documentation.
- The tool facilitated communication with decision-makers.
- Provided a standard foundation for customers to share financial and operational data.
- Provided improved tools and processes that supported sales best practices and the customer engagement model.
- Enabled Flexera Software to respond more quickly to business case requests and customer feedback.