Case Study #1:  Compliance & Customer Finance/ Insurance. “TFP offers sales reps a huge addition to the sales “kit bag” available to conclude deals.”

Compliance is a recurring theme in the software industry that is becoming more of an issue as companies develop new ways to monitor the usage of their software.  Most customers do not fall out of compliance purposely, in fact many are not aware of it until a formal assessment is done. As a result there is rarely budget allocated to cover the costs...read more

Case Study #2:  Business Case Analysis & Customer Finance/ State, Local & Education. “TFP’s business case grew the deal to twice its original size, and TFP accelerated the close with 3 year payment terms.”

By involving TFP early on in the transaction, the AE was able to displace the competition AND grow the deal to twice its original size. Not only did TFP justify the purchase with a strong business case, but TFP also structured the payment plans that enabled the deal to close in Q4...read more

Case Study #3:  Business Case Analysis/ State, Local & Education. “The TFP business case was the vehicle that allowed us to get to know the state’s organization at a deeper and broader level than ever before.”

By involving the customer in the creation of the investment analysis, the customer became a strong proponent of the vendor solution and could defend the purchase through the state’s required approval process. The sales rep credited TFP with converting a neutral sponsor into a strong proponent...read more

Case Study #4:  Business Case/ Communications. “Without GFS, we would have been chasing versus leading this opportunity.”

“TFP was extremely helpful in focusing my efforts on the financial benefits of our solution. The business case helped us stay on track with a consistent message to the customer about the vendor’s overall solution versus that of the competition. This was a huge win as it will lay the foundation for additional business with the customer..."read more

Case Study #5:  Customer Finance/ Education. “The TFP solution helped increase the size of the deal by over 300%.”

TFP proactively engaged a new sales rep in an ELA renewal. TFP had financed the original ELA and reminded the rep to offer payment terms to the customer proactively. Not only did extended payment terms accelerate the deal they also allowed the customer to purchase the largest ELA option...read more

Case Study #6:  Customer Finance/Consumer Products. “TFP’s payment plan accelerated license revenue into Q1 and avoided a piecemeal sale that would have extended over the next few years.”

TFP constructed a payment schedule with three annual installments with the first payment deferred until the next calendar year, overcoming budget issues while allowing the customer to begin implementation immediately, accelerating the associated benefit from the vendor’s software...read more

Case Study #7:  Customer Finance/ Financial Services.  “TFP’s creative deal structure overcame the customer’s budget issues to accelerate a $1.8M win.”

TFP worked in tandem with the account team and the customer directly to qualify, understand and define the customer’s exact budget process and constraints. The resulting solution mapped a customized payment schedule to the customer’s operating and capital budget requirements. Through use of a specialized funding partner with expertise in software financing, TFP was able to customize the PPA language to the satisfaction of the customer’s legal team within a 24 hour time period...read more

Case Study #8:  Customer Finance/ Financial Services.  “TFP is a key strategic partner who has earned the right to participate in all of my sales transactions.”

The challenge of gaining internal approval from the customer AND their parent company, proved to make this transaction significantly more complicated than others. However, through building a strong business case analysis, TFP was able to convince the customer and their parent company that this transaction was essential, and did so in only 10 months, a much abbreviated sales cycle for a $6M transaction...read more

Case Study #9:  Compliance & Customer Finance/ Energy.  “Not leveraging TFP would have made the negotiations and approval process much more difficult and the deal certainly would not have happened in Q2.”

When the time came for the customer to renew their license agreement with the vendor, they were hampered by budget constraints. The customer was accustomed to making annual payments under the old license model. In order to allow the customer to continue making annual payments, the sales rep contacted TFP, knowing they could produce multi-year payment terms quickly and in alignment with the customer’s historical payment structure...read more

Case Study #10:  Customer Finance/ Energy.  “Not only did TFP’s analysis and quick turnaround help accelerate the deal, it increased it by four times the expected sales price.”

TFP provided a multiyear payment structure which enabled the customer to acquire the software that would lead to increased operating savings at the lowest total cost of ownership. This was the cornerstone of the deal. Compliance concerns and increased usage drove a volume purchase, accelerating the transaction 2 quarters and increasing transaction revenue...read more

Case Study #11:  Business Case/ Health & Pharma.  “TFP’s financial business case converted financial ‘gate-keepers’ into deal champions working to accelerate the close.”

TFP’s analysis supporting this transaction exemplified TFP’s Five Step Financial Selling process – needs assessment, business case, deal structure, acquisition options and presentation to the financial buyer. TFP’s easy-to-understand financial presentation withstood rigorous scrutiny by the financial buyer, accelerating the close...read more