The Challenge
Netskope was facing a familiar challenge: Customer buying groups were getting stuck in long-drawn out decisions leading to no-decision outcomes, frustrating sales teams.
Netskope needed a way to help sellers put some hard numbers behind the value of the business’s solutions and really connect with customers.
“Today’s buyers and customers have near perfect information of the vendor landscape and the customer is looking for a trusted advisor to not only understand their surface level pain, but go deeper and uncover real business challenges worth solving,” Klippel says.
The Solution
To address this challenge, Netskope evaluated several value management platforms and ultimately selected Mediafly’s Value solution. The team was looking for a true partner, not just a technology vendor.
What won them over was how Mediafly’s own team walked the talk when it came to value selling. “We were pleased with the experience we had in the vendor evaluation cycle, with a 360-degree support structure that was not only the platform, but the people, professional services, and sales organization that really listened to our needs and challenges,” says Klippel.
Beyond the partnership focus, Netskope was drawn to Mediafly’s customization platform. Klippel says, “We wanted to move customer value management deeper into the earlier steps of the sale and use the tool in the sales discovery phase. And I found Mediafly’s implementation of the discovery portion the most advanced and sophisticated.”
Mediafly has become a core platform and the “new normal” for driving revenue at Netskope. It’s so ingrained in the Business Value Services team’s work, they’ve dubbed it Valueskope.
But the acceptance and widespread use of the tool took some effort and patience. The business value services team identified high-performing Account Executives in the sales organization willing to participate in a value pilot program, and used their insights and sales successes to drive and scale adoption.
David Klippel
“Business Value Services offers two levels of service to the sales organization,” Klippel explains. “One is full service, where we consult and co-develop the business case directly with the customer champion. And we also have a self-serve model where our sales teams access the Mediafly tool…and they’re trained and enabled to operate under their own power and generate a tailored business value analysis.”
Now, the value program at Netskope is a well-oiled machine. Mediafly laid down the tracks, providing a solid foundation and clear direction for their sales efforts. David Klippel and the value team are the skilled conductors, guiding reps, offering insights, and making real-time adjustments as needed. The result? A smoother, faster journey to delivering real business value to customers and closing deals.
