Infovista

Introduction:

InfoVista is the leading provider of service performance assurance software solutions for network and application services transported by all‐IP networks. InfoVista empowers communications service providers and large IT enterprise organizations to deliver high‐ performing and differentiated services while cost‐effectively monetizing, operating and optimizing their network. The industry‐leading scalability, service modeling flexibility and open integration capabilities of its service performance assurance platform equip 80% of the world’s largest operators and a roster of global enterprises. Infovista is fundamentally a technology company with deep competence in software development.

Challenge:

InfoVista needed to increase their sales pipeline, as they had high revenue and market share targets that were not being reached within their current customer base. They did not have the time to scale their internal business development resources and modify their current sales effort. InfoVista felt that they did not have an optimized process for generating enough volume of high quality sales opportunities. Their sales team spent too much selling time trying to qualify bad leads, which limited the amount of incoming quality opportunities for their solution.

The company needed to employ a more efficient, effective sales process that would create a steady stream of higher quality opportunities. This would shorten their sales cycle and allow their sales team to be more productive and focus their energy on qualified engagements. With a lack of internal support focus, bandwidth, and strategy, InfoVista aimed to accelerate the growth of their sales pipeline in order to reach their target revenue goals.

Solution:

InfoVista turned to VizQuest to lead a successful campaign that would fulfill these objectives. VizQuest implemented their proprietary methodology, Pipeline PlusTM to effectively, efficiently, and rapidly build InfoVista’s sales pipeline through the creation of Validated Sales Opportunities (VSO). A VSO is a confirmed prospective buyer, such as a key influencer or decision maker, who has the right situation, problem, or opportunity that a company’s solution addresses. They have serious intent to investigate a solution, and there is a defined action item for advancing the sale after the buyer has seen a sales presentation. VSOs create shorter sales cycles and better ROI on business development investments. Pipeline Plus, a comprehensive business development program, accelerated revenue growth by creating a consistent, scalable flow of the highest quality sales opportunities; enabling InfoVista’s Sales team to be more productive to maximize yield on sales capacity. VizQuest executed their Revenue Factory Model to rapidly identify and engage target decision markers. They created multi‐touch‐point campaigns and leveraged their extensive referral network to develop opportunities and close sales for InfoVista’s solution.

VizQuest’s campaign was centered on a tight collaboration between their expert client development executives and InfoVista’s sales team. This strategic engagement quickly evolved into a successful multi‐dimensional go‐to‐market partnership. The VizQuest team worked with a structured, value centric sales process that included targeting the “best‐fit” potential clients, through engagements with high level executives that had a need for service performance assurance software solutions. By employing an effective and efficient sales process, VizQuest ensured a steady stream of high quality opportunities for InfoVista in a short amount of time. Therefore, the time InfoVista spent chasing unqualified opportunities was eliminated, and their efforts became much more fruitful. VizQuest increased InfoVista’s market share and provided them with high quality opportunities, which lead to increased sales pipeline.

Results:

VizQuest increased InfoVista’s sales pipeline by $19.7M throughout the duration of the campaign. Through the partnership, VizQuest implemented a successful program that delivered an astounding 75 VSOs in 6 months. This allowed Infovista to convey their solution value to a significant new client base and increase market visibility. VizQuest created a strategic new sales process for InfoVista, which delivered a steady stream of quality opportunities and increased pipeline.

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