Case Study: Verint Systems doubles close rates and slashes value-case time from 8 hours to 45 minutes with XFactor

ValueCloud® Provides Launchpad for Verint’s Value Journey

Verint Systems, a customer engagement software company, faced a fragmented, spreadsheet-driven value practice that was slow, inflexible and limited to only the largest deals. After an unsuccessful 2014 pilot, Verint Systems partnered with XFactor and adopted ValueCloud®, a self-service enterprise value management platform, to simplify, scale and standardize how economic value is modeled and communicated across the sales organization.

XFactor implemented ValueCloud®, trained “value selling” evangelists, and integrated the platform with Salesforce to attach and report value cases on opportunities. The result: value-case build time fell from about 8 hours to 45 minutes, Verint Systems produced roughly 300 value cases in the first year, closed a major deal in the first month of deployment, saw close rates more than double (from ~21% to the high‑40s/low‑50s when value was used), and reduced average discounts by 17%. XFactor’s solution also provided the consistency and reporting needed to scale value selling across the company.

Verint Systems

Trent Isaacs

Regional Vice President Solution Sales