Case Study: Micro Focus achieves value-based selling and strategic growth with Mediafly ValueStory

Micro Focus Drives Sales with ROI & TCO Tools from Mediafly

Micro Focus, a global computer software company, was struggling with sellers who defaulted to pitching technical features—making it hard for technically minded buyers to justify purchases to non-IT stakeholders. To shift conversations from product-led to value-based selling, Micro Focus engaged Mediafly and implemented the Mediafly ValueStory® platform, including ROI and TCO calculators.

Mediafly built and deployed customized ValueStory® calculators and tools for Micro Focus sellers and partners, enabling reps to align customer pain points with quantified business benefits. The platform now supports 600+ independent users and, in nine months, produced over 700 models across 12 capabilities; sellers report more strategic, executive-level conversations, stronger long-term partnerships, and a clear competitive advantage thanks to Mediafly.

Micro Focus

Bill Weinberg

Presales Director