Case Study: ShoreTel boosts win rate by 28% and gains $30M/year with Mediafly TCO solution

ShoreTel Adopts Value Selling and Boosts Win Rate by 28%

ShoreTel, an emerging leader in unified communications with 4,000+ employees, faced a shift in the buying process after the Great Recession: purchasing moved from telephony directors to CIOs, CEOs and boards, and more than half of buyers demanded quantifiable proof of economic value. To address this, ShoreTel partnered with Mediafly to deploy a customizable Online TCO tool that analyzes lifetime costs and compares ShoreTel against legacy systems and competitors.

Mediafly’s TCO tool (available in public and private versions) highlighted ShoreTel’s lower lifetime costs, quantified the cost of doing nothing, and supported a Lowest TCO Guarantee—helping ShoreTel engage buyers earlier and shorten sales cycles. Adoption of the Mediafly-powered tool reached 30% of deals, lifted win rates from 62% to 90% when used, demonstrated ShoreTel as ~50% cheaper than the market leader (20–30% vs. other competitors), delivered at least $30M/year in incremental revenue (a 10% uplift) over five years, drove several thousand closed customers, was used by 250+ reps/partners, and produced 150 customized reports per month from 600+ unique visitors.

ShoreTel

Mark Arman

Vice President of Business Development