Case Study: A global industrial technology provider scales value selling and turns a $60K deal into a $4.9M win with Mediafly
Key results
The challenge
A global industrial technology provider sought to modernize and scale its value-selling practice across multiple divisions and regions. Manual, complex workflows produced inconsistent outputs, and sellers struggled to quantify and articulate business value in competitive, multi-stakeholder deals.
The solution
The company adopted Mediafly Value, standardizing a configurable Business Value Assessment (BVA) methodology with AI-powered executive summaries and integrations to Salesforce, Snowflake, and Power BI, plus role-based enablement. The initial rollout covered one division and 31 of 1,900 active opportunities.
“The immediate and mind-blowing success of Mediafly's value tools has opened up not just major new business for us, but major recognition internally — bringing our vision to life in ways never seen before.”
The results, in context
Using the BVA tool, the company converted a $60K opportunity with a projected 18-month close into a $4.9M win in just four months. It reported a 100% success rate in every opportunity where the BVA was used during the initial rollout, alongside measurable reductions in sales-cycle length, and cited competitive advantages in deals valued up to $19M.