Case Study: iCIMS achieves 2.8X win rate, 2.9X average deal size, and 28% higher conversion with XFactor

Authentically articulate your story and watch your metrics skyrocket

iCIMS, a leading enterprise recruiting software provider, faced stalled deals between stages two and four of its sales cycle, inconsistent seller tools, and pressure to increase average deal size while limiting discounting. After evaluating vendors, iCIMS selected XFactor and its ValueCloud® platform to standardize value selling, enable sellers to quantify business impact, and accelerate movement to the compete stage.

XFactor implemented ValueCloud®, integrating it with Salesforce and rolling it out to sellers in about eight weeks so teams could build customized value assessments in minutes. The results were dramatic: conversion rates rose from 12% to 40% (a 28 percentage-point increase), win rates improved 2.8X to 94.5%, average deal size grew 2.9X, and seller adoption exceeded 83% within four months (236 accounts had value assessments).

iCIMS

Pat Bakey

Chief Revenue Officer