Case Study: Nasuni Corporation achieves scalable, automated value-selling and faster deal wins with XFactor

Ensure every prospect receives an accurate and cost benefits analysis

Nasuni Corporation, a Boston-based enterprise SaaS provider of cloud-native file data services, faced a complex sales challenge: their platform replaces multiple legacy products and required extensive buyer education and standardized, defensible cost–benefit analyses. To scale value-selling across a rapidly growing sales force and overcome buyer assumptions about cloud vendors, Nasuni partnered with XFactor to deploy ValueCloud and embed value-driven messaging into every opportunity.

XFactor implemented ValueCloud, integrated it with Salesforce, trained 150+ sellers in three months, and built automated “show your work” value reports and competitive comparison models. The solution produced measurable gains for Nasuni — 1,123 BVAs generated since launch, 99% annual renewal rates, 55% year-to-date new customer growth, faster sales cycles, more accurate forecasting, and record new customers and revenues — demonstrating XFactor’s impact on win rates and sales productivity.

Nasuni Corporation

Tom Rose

VP, Technical Marketing & Sales Enablement