Case Study: Vivisimo achieves bigger deals and faster sales with Zebrafi

Vivisimo - Customer Case Study

Vivisimo, a technology company based in Pittsburgh, PA, sold software to improve search on the web and in enterprises, but its sales team struggled with long sales cycles, weak differentiation, and pitches focused on features instead of business value. The company often targeted the wrong prospects and frequently ended up with stalled deals or no decision.

Zebrafi introduced the Selling to Zebras methodology at Vivisimo in 2008, helping salespeople identify ideal prospects, engage budget-level decision-makers earlier, and sell business outcomes rather than technical features. As a result, Vivisimo increased average deal size by 421%, grew installed base revenue by 55%, and delivered 31% year-over-year revenue growth, with average software sale prices rising from about $190,000 to over $800,000 on IBM deals.

Vivisimo

Kevin Calderwood

Former President