Case Study: VMware achieves 12% reduction in discounting and scales automated customer value management with XFactor's ValueCloud®

ValueCloud® Allows VMware to Scale and Automate Value Across the Entire Enterprise

VMWare, a global virtualization software leader, faced a challenge scaling value-based selling across a large, technical sales organization that had relied on expert-built spreadsheets and limited internal value resources. To move beyond feature-driven competition and empower sellers to make business-case-driven pitches, VMWare turned to XFactor’s ValueCloud®, an automated, cloud-based customer value management (CVM) solution.

XFactor implemented ValueCloud® to automate guided discovery, business-case generation and data enrichment (e.g., Dun & Bradstreet profiles, WACC, company size), enabling self-service value proposals for more than 700 sellers. The platform produces pitch decks and proposals in 10–15 minutes, drove significantly larger deal sizes, improved performance of middle-tier reps, and reduced discounting by 12%; XFactor’s solution also created enterprise-wide value data used to refine product and go-to-market decisions.

VMWare

Mike Maxey

Senior Director of Worldwide Sales