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Technology Finance Partners Value to my sales organization?
1. Business case analysis—ROI and TCO analysis that shows the value
 of the solutions being proposed.
2. Financial engineering—helping us come up with financial solutions to
aid in growing transactions and closing them more rapidly or when
customer budget is missing.
3. Pricing analysis—helping us come up with alternative pricing
solutions and business models to address different markets (e.g.,
on demand/cloud services).
TFP helps my sales teams close business by taking on the financial sale in parallel to our technology sale. It’s a partnership that really drives success.
Dave York, Vice President Sales, Genesys Telecommunications
Business Case Analysis & Executive Financial Summary: Capturing the Value of the total solution
Thanks for putting together the Executive Financial Summary to capture the business case (ROI and TCO) results you helped us quantify and the cash flow solution you created. The CIO was very, very, very, impressed. Blew him away. Discussion went very well and we are progressing on the deal. My RVP is loving you guys. He looked like a genius on the call…J Thanks again.
Pricing & Modeling
"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
TFP Developed ROI Tool and TFP Business Case Presentation:
“This (the ROI tool) is certainly better than anything we’ve seen from other vendors. It does give you a competitive advantage.”
Major Pharmaceutical IT Buyer
TFP Developed ROI Tool and TFP Business Case Presentation:
A TFP client sales team and TFP business case analyst making a financial presentation to a potential customer’s decision making team, end of meeting quote: “this is a very good tool and something your competitors are lacking.”
Advantage: “TFP Technology Client.”
Business Case Analysis: Increased Sales Effectiveness and Efficiency
“Thank you TFP for helping our champion build her business case and ROI for the products. This is how budget got allocated by the CEO and CFO.”
Sales Manager, Global Enterprise Software Vendor
Business Case Analysis: Accelerated Revenue & Increased Sales Effectiveness and Efficiency
Managing the North American business consulting team, my team and I have enjoyed an extremely positive working relationship with GFS. We have jointly developed our processes so that GFS is now a critical part of our Business Consulting team. GFS plays a critical role in our sales process which is instrumental to our ability to close business today, and we are confident it will continue to pay huge dividends going forward. GFS/TFP has been a great partner in our drive to sell new solutions, continually bringing new and creative improvements to our sales methodology. Thank you all for your inspired work for the Company.
Dan Nordale, VP, Strategic Sales
Business Case Analysis: Accelerated Revenue & Increased Sales Effectiveness and Efficiency
“This deal had a long sales cycle that involved taking the enterprise deal all the way to the CIO and then to Finance for review. The TFP analysis converted Finance into a champion of the project, actually pressuring IT to do the deal because it was in alignment with Finance’s cost reduction initiatives. The TFP analysis was the cornerstone for the deal!”
District Sales Manager, Global Enterprise Software Vendor
Business Case Analysis: Accelerated Revenue & Increased Deal Size
”The business case and payment terms allowed us to grow the deal and accelerate the transaction. The business case was instrumental in holding a higher price point.”
District Sales Manager, Global Enterprise Software Vendor
Customer Finance: Accelerated Revenue & Discount Management
“The payment terms helped to accelerate and ultimately get closure to the transaction. Without the financing options, we would have been in bad shape. The finance option certainly helped to keep the software price high.”
Account Manager, Global Enterprise Software Vendor
Customer Finance: Increased Deal Size
“TFP is to building big revenue as flossing is to dental hygiene. A necessity.”
Regional Sales Manager
Customer Finance: Accelerated Revenue & Discount Management
“We would have had a challenge getting them to commit to the larger upfront payment. Payment terms helped accelerate the deal and preserve the initial proposal amount.”
Sales Manager, Global Enterprise Software Vendor
Customer Finance: Overcame Budget Constraints, Accelerated Revenue & Increased Deal Size
“TFP showed how a $1.28M multi-product solution was a much smarter investment (greater returns) than a less expensive single-product solution. We proactively structured the deal with flexible payment terms as we encouraged them to add some key capabilities that were not part of the original project scope. This started as a $600k deal, with just an adapter for the existing system, but with TFP we added additional software and products, growing the deal to over $1.2 million.
This was not a budgeted initiative originally, and even when money was reallocated from other projects, the available budget was still less than the total sale. TFP allowed us to take advantage of a multi-year budget to complete the deal.
This was a key win as it is a new customer and will lay the foundation for additional business throughout all of their campuses!”
Sr. Account Executive, Americas Enterprise West Region
Business Case Analysis and Customer Finance: Financial Sales Consulting & Economic Modeling
“TFP is a key strategic partner, they have earned the right to participate in all of my sales transactions. Their guidance and capabilities can provide a crucial winning factor where we otherwise may not have the proper toolset. Having TFP at the table gives us a toolset to address any financially related objections and expert counsel throughout.”
Business Consulting, North American Enterprise Team
Customer Finance: Overcame Budget Constraints & Increased Deal Size
“We could have not closed the deal without the payment terms. It’s not only the simplicity of the documentation and the process, but I also found a high level of responsiveness and a real sense of business at Technology Finance Partners. In my opinion, that comes from the professionalism of the TFS team members.”
Sales Manager, Global Enterprise Software Vendor
Business Case Analysis: Increased Sales Effectiveness and Efficiency
“TFP’s role to create an ROI and business case was essential to getting the deal. Without the ROI the client would not have pushed the business case forward for approval. The entire TFP team continues to support us in a professional and timely manner and was an integral part of the sales-BC team. We could not have closed this deal a quarter ahead of the customer budget cycle without them.”
Account Executive, Global Telecom Vendor, Financial Services Customer
Business Case Analysis: Increased Sales Effectiveness and Efficiency
“We would not have gotten this done without TFP advancing their business case. I always involve TFP and extended payment options to accelerate the sales process in all of my deals.”
Account Executive
Customer Finance: Financial Analysis & Sales Assistance
“We definitely made a financial sale versus a technology sale. As a result of the sophisticated financial discussion TFP put together for me, I was able to position with sale effectively with their CFO and SVP of Sales. There was no way this deal would have closed without access to a variety of creative financial solutions.”
Account Executive
Business Case Analysis and Customer Finance: Increased Sales Effectiveness and Efficiency
“We would have had difficulty getting to the next level without TFP’s support. Ultimately the customer did not use financing but the business case and financing option moved us to the final round. TFP is always very responsive and flexible to work with. The Customer was looking for a variety of structures and required near immediate responsiveness. TFP was able to turn around very sophisticated models in a very short period of time.
TFP worked seamlessly with the Business Consulting team to build the business case which contributed significantly to winning the deal.”
Account Executive
Business Case Analysis: Accelerated Revenue & Increased Sales Effectiveness and Efficiency
“The Business Case and ROI analysis were instrumental to the success and approval of this deal. I think the TFP case study and ROI analysis is a HUGE competitive advantage against the competition – and we should utilize it as often as possible.
I do not believe this deal would have closed if TFP and Business Consulting were not involved.”
Account Executive, Global Telecom Vendor
Marketing Tool Development
“TFP, this year’s wine was truly, truly lovely. We also appreciate small, innovative producers like TFP (and Sean Thackery!). TFP’s ability to understand our issues and quickly turn-around quality solutions and tools has helped us drive business. Cheers to 2011 and future, fruitful creations!”
Sr. Product Marketing Manager, Global Telecom Vendor
Business Case Analysis: Cost Justification & Increased Sales Effectiveness and Efficiency
“I passed in my final documents this morning! Thank you for the information last night as well – it was all incorporated. I wanted to thank you for providing me with the business case and the financial analysis. They were just what we needed to have a complete and professional ROI presentation ready to go. TFP is very accommodating and a fantastic resource for everything from calculations, to presentation to format. A present sent from heaven in this case!
I sincerely appreciate the teamwork!”
Account Executive, Global Telecom Vendor, Financial Services Customer
Business Case Analysis: Volume Purchase Cost Justification & Increased Sales Effectiveness and Efficiency
“This year my customer introduced a more stringent financial approval process for its technology investments. When our sponsoring groups’ business case stalled we turned to TFP to put together a custom business case that amplified the benefits of our products and moved our project to the front of the queue. This allowed us to move our deal into my company’s fiscal year instead of the customer’s fiscal year. The delay would have pushed us out into Q2 and this would have kept the door open for our competitors who kept sniping at us/the decision until the PO was issued.”
Account Executive, Global Telecom Vendor, Financial Services Customer
Customer Finance: Financial Analysis
“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.”
Business Consulting, APAC, Global Fortune 1000
Business Case Analysis: Increased Sales Effectiveness and Efficiency & Accelerated Revenue
"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 between 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. The final customer decision maker actually drove it for you! It was an outstanding result from a presentation point of view.
TFP, your presentation accelerated the time-frame 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
Customer Finance: Increased Sales Effectiveness and Efficiency
“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 $1.9M with an additional $900K 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
Business Case Analysis: Increased Sales Effectiveness and Efficiency
“TFP lent their 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
Customer Finance: Overcame Budget Constraints
“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, $150M Sales Software Company
Customer Finance: Accelerated Revenue & Margin Enhancement
“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, $150M Sales Software Company
Business Case Analysis: Increased Sales Effectiveness and Efficiency
“. . . 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, Global Technology Vendor
Business Case Analysis: Accelerated Revenue & Increased Sales Effectiveness and Efficiency
“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, Global Enterprise Software Vendor
Business Case Analysis: Increased Sales Effectiveness and Efficiency
“We would not be where we are without TFP’s input. Thanks to TFP, we differentiated ourselves not just on product but on value and return.”
Account Executive
Business Case Analysis: Increased Sales Effectiveness and Efficiency
“The deal would not have closed without TFP’s business case efforts and a good follow up demo. Thank you!"
Account Executive
Customer Finance: Financial Analysis
“TFP knows how to speak the language of CFOs, that’s why I pull them in to all of my deals.”
Account Executive
Customer Finance: Financial Analysis
“Without the financial analysis that TFP put together, we wouldn’t still be in this deal.”
Account Executive
Business Case Analysis: Increased Sales Effectiveness and Efficiency
"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
Business Case Analysis: Increased Sales Effectiveness and Efficiency
“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. The Customer had legitimate worries about uncertainty about best support available after first year. From my 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 my company to recognize all of the revenue upfront.”
Technology Finance Partners EMEA Director, Ricardo Gonzalez, worked directly with me as a part of the sales team to close this €3.125 million deal where we had another 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
Business Case Analysis & Customer Finance: Overcame Budget Constraints, Discount Management & Increased Sales Effectiveness and Efficiency
“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
Customer Finance: Accelerated Revenue & Financial Analysis
"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
Business Case Analysis: Increased Sales Effectiveness and Efficiency
"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
Business Case Analysis: Increased Sales Effectiveness and Efficiency
"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
Customer Finance: Increased Deal Size, Accelerated Revenue & Overcame Budget Constraints
"TFP’s core team members built our customer finance program in 1996, when we were a small but growing infrastructure software company. TFP has 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
Business Case Analysis: Increased Sales Effectiveness and Efficiency
"Technology Finance Partners made the difference in closing a very large Nordic transaction. Without this team’s help I doubt we would have landed this deal. Others would have given up long ago."
VP Northern Region, EMEA, $500M Software Company
Customer Finance: Sales Assistance & Partnering
"TFP gets it! Working with TFP on one of our major engagements as a corporation was a career highlight for me. TFP 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
Business Case Analysis & Customer Finance: Increased Deal Size & Increased Sales Effectiveness and Efficiency
"TFP helped grow the project from $250K to $5.5M, 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 TFP 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
Business Case Analysis & Customer Finance: Increased Deal Size, Overcame Budget Constraints & Increased Sales Effectiveness and Efficiency
"This is the second time I’ve 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
Customer Finance: Increased Sales Effectiveness and Efficiency
"We were a small enterprise application software company when we first began working with Technology Finance Partners. We are now part of a $1B 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
Customer Finance: Effective Partnering & Increased Sales Effectiveness and Efficiency
"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
Customer Finance: Industry Expertise, Effective Partnering & Increased Sales Effectiveness and Efficiency
"The third party arrangement with TFP 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
Business Case Analysis: Increased Sales Effectiveness and Efficiency
“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
Business Case Analysis: Increased Sales Effectiveness and Efficiency
"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
Customer Finance & Business Case Analysis: Accelerated Revenue, Increased Deal Size & Increased Sales Effectiveness and Efficiency
“TFP has done some great work supporting our sales efforts in the last couple years. We have done some 7 figure deals as well as some smaller deals with financing used to offer the payment plan to the customer. In addition, they have supported us in development of stronger ROI in support of customer business cases. They can make the difference between doing a deal at the end of the quarter vs. the next year...or even at all. Top reps have used this tool on even the largest deals we have done.”
Vice President, Financial Services Practice, $500M Technology Vendor
Excel Tool Development
We hired TFP to build an ROI tool to help us close large transactions, but the tool is effectively being used for two scenarios . . . early to evangelize the benefits and later in the cycle to complete out the cost justification.
Global Telecommunications Provider
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