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“While the new product marketing group and business consulting were instrumental in the sales process, it was the ROI modeling that was crafted by TFP that put us over the top. It was a well orchestrated collaboration between three groups.”
Account Executive
“For me, whether these engagements go anywhere depends on the quality of the financial assessment. TFP had 5 days to build up a set of disparate numbers and turn that into a credible global picture, and then devise how that picture could be improved. It was a piece of work of the highest quality.”
Vendor Business Consulting, APAC
"TFP was an integral part of our success in establishing credibility for our financial assumptions. The model created was highly valued and is still a topic of discussion. I believe that while the Customer may challenge our assumptions in terms of benefits, they are using our business case to further support their own. A job well done!!"
Vendor Global Alliance Manager
"If we recall the meeting in August in Atlanta – the end-user’s executive team sat across the table from us and said - "we have prepared a business case and can NOT make the case stack up".
One area where I thought TFP's work was outstanding was the fact that it (the analysis, final customer presentation view) too was "configurable" just like our software. It isolated the key cost and activity drivers in a manner that the customer’s decision-making team could understand how change in the interface between the firm and its customer base could impact the bottom line.
Secondly, the way the assessment was delivered during the final presentation was outstanding. By making the assessment "configurable," during the presentation, it allowed the end-user to reach an internal consensus in real time - not diving off into meeting rooms for three months to fight internal battles. What actually took place during the TFP component of the presentation was that TFP’s content brought down the internal walls within the end-user decision makers in the U.S and those in EMEA. It soon became very clear what the internal customer agendas were as people began to defend and question from their point of view or "constituency." The final customer decision maker actually drove it for you!!!! It was an outstanding result from a presentation point of view.
John, your presentation accelerated the time-frames for the project substantially. That is why the final phase of the meeting was able to move quickly to "next steps" which included pricing. (Remember we had originally allocated a day and a half for the process!!!)"
Sr. Business Consultant
I wanted to thank you all for your extraordinary efforts and contributions in helping to bring this opportunity to successful closure on Friday. The software configuration totaled $1,891,688 with an additional $865,000 of Professional Services and Education making this a substantial win and in the process we added a significant new multi-million dollar logo from a former Competitive account.
This was a long, complex and challenging sales cycle. The sales team was quite fortunate as we always felt confident knowing that our A Team was at our disposal, and we are grateful for your dedication, professionalism and persistence in proving to the Customer’s purchasing team that we alone offered the best Solution with our proven track record of delivering results which are Measurable, Verifiable and Repeatable. Our proven ability to successfully deliver is now considered by the customer as vital to the successful launching of their new business platform. This could not have been accomplished without your combined efforts.
Again, I would like to express my appreciation to all of you. You've accomplished something special in delivering this great team win but please keep in mind that this is just phase one of what we believe will be a long and productive business relationship. When the VP of Global Procurement called to share the news that final signatures had been secured. He said "Don't be surprised if I ask for a bit more the next time we make a very large purchase." I replied "I look forward to having that conversation soon."
Account Rep
Drew Wright from TFP lent his considerable expertise in creating a compelling ROI Business Case which had to be embraced by the customer’s business stakeholders before final approval could be secured.
Account Rep
“Use TFP – they have a critical program to help grow your deal sizes. If a customer tells you they have needs for product, but their budget just does not justify the purchase, don’t use that as an excuse to over discount or scale back. Explore the option of using payments as it may help the client get exactly what they need and it could mean a bigger deal for the vendor.”
Sales Rep
“The financing (extended payment terms) grew the deal substantially. Utilize the program – it is easy, fast and offers the potential to generate extra revenue.”
Sales Rep
“. . . what can I say – TFP’s ability to listen, react, and align on the fly was spectacular! The business case that TFP helped us develop over the course of 6 weeks, 27 conference calls and several on-site meetings and their ability to change complex Excel cells on the fly , quite frankly helped get this deal done. For reps that have not put TFP in front of their strategic customers, I say, good, more of their time for me.”
Account Executive
“The business case helped the customer get through the last hoop of internal approvals and helped me in positioning business value prior to pricing negotiation to avoid discount pressure.”
Account Executive
“We would not be where we are without your input. Thanks to you, we differentiated ourselves not just on product but on value and return.”
Account Executive
“The deal would not have closed without John Chasse’s business case efforts and a good follow up demo. Thank you!"
Account Executive
“TFP knows how to speak the language of CFOs, that’s why I pull them in to all of my deals.”
Account Executive
“Without the financial analysis that TFP put together, we wouldn’t still be in this deal.”
Account Executive
Sales Effectiveness
"Every manager in North America was salivating over that ROI business case, where the data came from and how I got it. The presentation before mine mentioned putting one together but had nothing. We blew their minds…"
Senior Account Manager, Energy and Utility, $700M Enterprise Software Company
Sales Effectiveness - International
A leading Chemical corporation in The Netherlands was ready to acquire over €3m in licenses and one year of support. Not having top-of-the-line support secured for several years was less than optimal. Customer had legitimate worries about uncertainty about best support available after first year. From the sales rep point of view, securing five years of support kept competition at bay.
TFP’s solution allowed customer to make payments over time, mapping cash disbursements to their internal budget needs. Discounting in itself would not have triggered the bundling of 5-year needs into one single commitment today, even for a cash-rich customer like this. Extended payment terms did and allowed the software firm full revenue recognition today.
“Technology Finance Partners EMEA Director, Ricardo Gonzalez, worked directly with me as a part of the sales team to close a €3.125 million software sale where we had a deal 50% smaller and with uncertainty for the future. TFP was instrumental in bringing new ideas to the table beyond discounting.”
Strategic Accounts Director, EMEA, $1.5B Security Software Company
Revenue Optimization - International
TFP’s financial sales engineering provided the business case and the financing needed to close a €1 million software transaction for a Leading Retail Bank in Belgium with operations in five other countries.
“Initially, we didn’t consider financing a requirement – we thought banks would never view financing as a benefit. With TFP’s help, we determined that there was a major budget issue, structured the deal in a way that overcame the financial hurdle. Most importantly, we did this before we made the mistake of discounting the sale price to close the deal.”
VP – Northern Region, EMEA, $500M Contact Center Software Company
Compliance - International
One of our customers, a mid-size Insurance Firm in the UK, determined in a recent audit that they were out of compliance with the terms of their software license agreement. To become compliant, the insurance company had to acquire $500,000 in software and services that had not been budgeted. Providing our customer with a financial path to compliance helped ensure a peaceful and timely resolution of the situation. We were pleased with the outcome, as was the customer.
“TFP offers a huge addition to the kit bag in being able to conclude deals. If the customer is looking for flexibility due to the current financial climate, legacy application management or a way of recognizing the project cost as the project develops...is a very good option. It is easy to discuss, easy to administer and easy to close.”
Sales Manager, Insurance Vertical, UK, $700M BPM Software Company
"Technology Finance Partners provides a program that accelerates and improves the quality of our customers business and financial assessment of our software solution. Customers can more quickly analyze what the investment will mean to their business and their bottom line."
VP Sales Operations, +500M Software Company
"TFP is a critical piece to the business consulting methodology. Business Consulting and TFP have worked very tightly over the last year trying to win opportunities. TFP is an integral piece to the pre-sales puzzle, and we have received excellent feedback from prospects and clients on the quality of work they complete in terms of helping the customer understand the investment and associated benefits by purchasing our solution."
Manager, NA Business Consulting, +500M Technology Company
"TFP has been extremely critical to the success of many Business consulting engagements and provides a well needed complementary piece in terms of the business case analysis they develop."
Director, NA Business Consulting, +500M Software Company
"TFPs core team members built our customer finance program in 1996, when we were a small but growing infrastructure software company. They have continued to perform at the highest levels helping us increase our average deal size, reducing DSO, and critically, providing solutions for customers when our competitors could not or would not."
VP Sales, NA, +$1B Software Company
"Technology Finance Partners made the difference in closing a very large Nordic transaction. Without this teams help I doubt we would have landed this deal. Others would have given up long ago."
VP Northern Region, EMEA, +500M Software Company
"Your firm gets it! Working with TFP on one of our major engagements as a corporation was a career highlight for me. Your team held that room in New York for the better part of an hour and succeeded in convincing the senior executives to move forward."
Senior Business Consultant, APAC, +100M Sales Division of Major Software Company
"TFP helped grow the project from $250k to $5.5 million, beating our two largest competitors. The Business Case helped the customer justify the project based on additional ROI that they had not evaluated prior to receiving guidance from Technology Finance Partners and the payment options helped address pay per use or other alternative pricing from competition. The final outcome: we won and grew the project from a simple deployment to an enterprise level sale."
Sales Rep, $150M Sales Software Company
"This is the second time Ive worked with Technology Finance Partners to grow a deal from six figures to seven using a comprehensive business case and payment terms that met some very stringent internal hurdles. Their knowledge impressed the CFO and CIO enough to give us real credibility and to open doors to in-depth discussions I could never have had on my own."
Sales Rep, +150M Software Company
"We were a small enterprise application software company when we first began working with Technology Finance Partners. We are now part of a $XB organization and we leverage TFP more now than ever. They have been an integral part of our growth."
VP WW Sales Operations, $1B Software Company
"The results we get with TFP are probably better than internal would be - responsiveness is wonderful. With TFP we quickly built our go to market for managed services partners and now have a viable platform for penetrating the market - one that makes sense from all sides of the business."
VP Business Development, +500M Software Company
"Third party arrangement allows for us to receive expanded expertise that would be limited if brought in house. TFP is bringing best of breed and latest concepts to financial packaging especially in newer areas such as SaaS and MSP. If brought in-house, the program would lose focus and be torn to other priorities."
VP Business Development, +500M Software Company
"A major challenge faced by sales people that want to sell business value at the executive level is their lack of skill and resources to quantify, in customer financial terms, the revenue, cost, or capital impact of their solution. TFP helps sales teams put the process in place to get this done efficiently, at both the early and the later stages of the sales / closing process."
Robert L. Andronici, Andronicus Associates & Kirby Arnold Associates
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