ABB

ABB is a multi billion dollar corporation with divisions internationally and with over 1,200 sales professionals in the USA alone. The Pulp and Paper Division sells million dollar computer systems to large companies and their solution is a complex mix of software and hardware. The Pulp and Paper Division is currently the only division at ABB using eJustifyIt however they are so thrilled with eJustifyIt that they are championing its roll-out to other divisions within ABB. The Pulp and Paper Division alone has 15 product categories and collectively there are thousands of products/services that they offer.

ABB selected eJustifyIt as their ROI tool of choice after having done an exhaustive search for ROI tools. eJustifyIt was selected as the winning product. However, the power, features and flexibility of eJustifyIt was so much greater than all other contenders that it was clearly the winning tool and was selected by ABB.

Testimonial Quotes from Warwick Johnston, Segment Marketing Manager at ABB:

" One of the key features that compelled us to purchase eJustifyIt was the fact that we could still use all the sales questions we already had created using our "best practices" sales methodology. We loaded our sales questions into the ROI engine and as we expand into new customer sets, we script new sales questions to fit each situation accordingly. It was that easy! It also proved to us that eJustifyIt really can adapt its ROI engine to any company's CURRENT sales process–not the other way around. As a result, our sales team have not had to change their sales processes - making them quick to embrace eJustifyIt "

" The sophistication Our sales team has totally embraced eJustifyIt because it gives them added power in their sales calls. They also love how flexible it is, how available it is (it can be used any time, anywhere) and how it generates all the reports for them "

" The sophistication The key reason why we find our customers like to participate in the eJustifyIt ROI process is that by putting the ROI model we build for them up on the web -in the eJustifyIt implementation room, our customers can enter all of their sensitive data into their model without us seeing any of it. This way, they still see the ROI that will result from purchasing our product while maintaining their complete confidentiality and company security. This is a very powerful feature in the eJustifyIt solution "

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AristaTek

AristaTek Uses eJustifyIt to Make Sales Training Stick For every $1 invested, AristaTek sees $150,000 in incremental Revenue in just 3 weeks

Kwin Wilkes is the Financial Manager and a Sales Associate at AristaTek. AristaTek has developed and sells the PEAC line of software which analyzes the behavior of chemical spills, hazardous materials, and chemical warfare agents in emergency situations.

PEAC provides municipalities, emergency response teams, and government agencies information for quicker, more accurate evacuation of local populations, decreased time and expense needed for containment, and increase accuracy in dealing with chemical emergencies to prevent injury and damage

Here's what Kwin has to say about the impact eJustifyIt has had on AristaTek:

I am an accountant by trade and have not been trained in sales to a large degree. I attended a webinar where I learned about eJustifyIt and was interested enough to learn more.

The problem we were having was effectively applying what we were learning in sales training. AristaTek uses the Action Selling program, which focuses on teaching how to question prospects effectively and how to use different approaches based on different situations. It's a lot of information and it's difficult to remember how to apply it when you are in a sales situation.

eJustifyIt makes sales training tangible.

Working with the eJustifyIt team over the past few months has allowed us to more accurately and more fully implement Action Selling. Simply put, this combination of training and a tool to apply what we've learned has led to the best two months I have ever had. eJustifyIt provides a tangible manifestation on how to apply what we are learning.

eJustifyIt forces our hand a little, which is a good thing. We can now consistently sell on value which has relieved a lot of stress and increased our confidence. We now know how to create value and how to sell value. The customized Sales Interview part of the application has a series of questions that keeps sales focused on what we need to know from a prospect and it keeps the process moving along from call to call in a way that is comfortable to everyone.

In just weeks, selling is now more efficient, easier, and more profitable.

The impact has been big: we take advantage of new opportunities quicker, we know earlier if the value isn't there for the prospect and as a result we spend less time on deals that will not close. In terms of a dollar impact, eJustifyIt has consistently increased the size of AristaTek's sales because we better capture our value for the prospect- it's not just about price anymore. This value approach promotes the need to buy because the more you buy the more value there is.

In addition, eJustifyIt has made our sales training investment pay off faster because we are actually applying what we are learning. The responsive service from eJustifyIt has been great as well. I think what's exciting to me is that I am just using a small portion of this product; I am excited about how it will improve in the future.

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Activant

Activant Closes $480,000 Deal with eJustifyIt Puts ROI "under the magnifying glass" for CEO

Situation

Activant designs, builds, installs, and services technology solutions for the Automotive Aftermarket and Hardlines and Lumber industries.

Dave Safirstein, Sr. Sales Representative had a number of prospects that were demanding credible return on investment quantification as part of the evaluation process. "They told us that unless we could come up with a hard cost savings and a short payback period, we were wasting our time." Problem

Activant has always focused on saving customers and prospects money. Return on investment is at the core of almost every sales cycle. Their proposal literature was highly customized to each sales opportunity, but difficult to maintain, tailor and focus. The challenge was getting prospects to buy in on the industry averages and company assumptions when it came time to buy.

"Everybody¹s business is different. You can say we will save you 10%, but in this environment, you need a way to prove it. You have to make the value argument come to life with their numbers," commented Safirstein.

Solution

Safirstein contacted eJustifyIt and within three weeks had a customized comprehensive return on investment model; the test case was going to be a prospect in the Northeast. "I really wanted them to be able to work on the model. This way they could get engaged and we could use their numbers, not the averages or assumptions like we had in the past."

Result

Safirstein continued, "I was working with the Controller. We logged into eJustifyIt and walked through the process. He took the model and ran with it. He had the rest of the people in the company go in and validate the numbers."

"It even went to the CEO. eJustifyIt helped the customer apply a magnifying glass on our return on investment. It focused everyone on the business impact our product would have once installed in their company. I know it sounds like a cliché, but it was a textbook, classic sale once they believed and internalized the value we were selling."

Safirstein closed the $480,000 deal in just 6 months, a 40% reduction in Activant´s average sales cycle.

"We elevated the dialog using eJustifyIt and we made the competition look like they hadn¹t done their homework. We have always been customer focused, but approaching the sale this way made us look like consultants, not sales people. This approach minimized the objections and helped get the deal closed."

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Arrow Magnolia

Arrow-Magnolia Cleans Up in the Chemical Industry with eJustifyIt

Situation

Since 1927, Arrow-Magnolia has manufactured and marketed products developed to solve everyday problems arising from the cleaning and maintenance of buildings and equipment. The concrete mixing industry represents a significant portion of Arrow-Magnolia’s annual revenue.

Problem

Arrow had developed a new drive through cleaning arch that would reduce a customer´s total cleaning cost for their fleet of cement trucks. Each unit represented a significant, non-budgeted investment. The buy decision needed to be made at the senior level inside a prospect organization.

"We were good at selling to the individual plants, but we needed to start getting meetings with the President’s and CEO´s in order to close national and regional deals," said Mark Mohr, Manager of Sales Operations.

For the first two years that the product was in the marketplace, Arrow did not sell any of the new arch cleaning systems.

Solution

Mohr contacted eJustifyIt and signed up for a free trial. eJustifyIt built Mohr an initial model to use in the field. "I used it for a little while, figured out some additional cost savings and we rebuilt it. They really worked to understand my business and their customer service was excellent." The process took just a couple of weeks.

Once the model was complete Mohr began using it on his laptop during sales calls, "The only thing I had to do was ask the questions that were mapped out in the interview process, enter a few numbers and run the reports. It was very easy."

Result

Using the training provided by eJustifyIt in the Live Tutorial, Arrow-Magnolia began getting senior level meetings. And, they started closing deals:

• 100 plant deal in Mississippi valued at over $750,000 a year
  
• A 22 plant contract in Florida valued at over $1,000,000 a year

Mohr has worked the new tool into his prospecting as well. "I tell a CEO´s assistant that I need to meet with them because I am going to triple their chemical costs. That usually gets their attention."

"I quickly let them know that I’ve got some numbers to show them demonstrates how that is going to save anywhere from $30,000 to $40,000 per year in labor costs. The meeting becomes about the numbers, not the new way of cleaning their trucks."

For Mohr, the biggest benefit of using eJustifyIt has been the increased visibility.

"Using eJustifyIt has gotten me in to see people that I never would have seen before. In all the time that I have been here, we never took meetings with Presidents and CEO´s. Now it happens all the time."

Mohr continued, "Corporate finance is over my head, but it´s how these people make decisions. When I can tell a CEO that for every dollar he puts in, that he is going to get $4 back they start asking questions. That´s the foot in the door that I need. Once in, eJustifyIt gives me the credibility to back that statement up. If I can do this, anyone can." stated Mohr.

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Commtrax

The developers of Commtrax had created a unique real-estate commission-tracking system that was previously unavailable in the marketplace. Our program for Commtrax is a clear example of both good product and good delivery. This is a tightly focused, nationwide compaign with a positive response-rate of over 50% qualified prospects. This campaign resulted in 4 large-scale implementations, all within the first 4 weeks of the campaign launch.

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Debitek

Debitek is a leader in electronic cash systems (smart cards). Their solutions sell for $50,000 - $250,000 and their customers are dining organizations in health care (cafeterias at hospitals etc). and other service organizations

Testimonial Quotes from Ron Barfield, Sales Agent at Debitek

" this eJustifyIt product is incredible and I use it every day. I tell everyone who will listen about how amazing it is. There is nothing else like it!î "

" I looked for years for something that had the power of eJustifyIt. This product is brilliant! I am a sales agent and it amazes me that eJustifyIt can be so easy to use and yet its ROI calculations are so sophisticated that they quickly get me an audience with the decision makers and CFOís in all my client accounts .The team who developed this product sure knew what they were doingî "

" Before we started using eJustifyIt the average time it took for us to close a sale of our software/hardware solution was 6 months. Now that we are using eJustifyIt and are generating detailed ROI calculations with it, our average sales cycle has shrunk by 2 months so that now we are closing business in two thirds of that timeî "

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GE Medical

eJustifyIt was retained to develop and establish General Electric Medical's new, non-invasive Cardio-Angiogram device into the medical and research marketplace. We had been tasked to initially support the product development team to uncover the specifications required for successful product acceptance, and to develop both the product packaging as well as effective selling propositions to the managing physicians involved in the Cardiology area.

Upon successful completion of the product development phase of our work, eJustifyIt launched a nationwide campaign to all medical and research organizations involved utilizing the Angiogram procedure, successfully putting the General Electric Medical sales team not only in front of qualified opportunities, but detailing the selling propositions required for successful closure.

eJustifyIt is the only direct sales-support firm utilized for GE's industry leading Imatron product.

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Laserscope

We are especially proud of our success for Roy Feibiger, VP of Sales and Marketing at Laserscope, a medical laser manufacturer. When he approached eJustifyIt, Mr. Feibiger stated, "I have a nearly impossible challenge for you. The decision makers for our products are Chief Surgeons at hospitals and universities throughout the world. They will not take your phone calls. Can you come up with a solution to our challenge of introducing our laser products to this tough group?"

What resulted was one of our most successful programs to date. Using a combination of media, the foremost being a direct-fax device that found its way to the busy and otherwise inaccessible group of prospects, we were able to create results far in excess of any expectations that Laserscope had. One impact of our program was the identification of a need for a new type of medical laser, one in which Laserscope is focused on delivering today.

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Majesco Software

In 1995, as the second largest offshore software development firm in India, Mastek formed Majesco Software to introduce its services to the United States.

Our efforts supported the growth of Majesco from a $3 million a year operation to a $17 million a year operation in just under 2 years - directly impacting the stock price of the parent corporation, with a resulting price increase of over 500% during the same period.

When Matthew Augustine, VP of Business Development at Majesco went on to head Siri Technology, a software testing firm in Mountain View, CA, he brought the eJustifyIt team with him to establish his new firm.

When Mastek formed VARstreet.com, eJustifyIt was retained to quickly establish initial membership, resulting in a quick second round of funding.

As a by-product of our efforts, eJustifyIt's feedback was instrumental in a leading white-paper that Majesco has published on offshore software development.

"We are delighted with the way that the eJustifyIt team has put us in front of opportunities for software development projects in such a competitive environment."

- Matthew Augustine, VP of Business Development.

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Microsoft Solutions

When Microsoft purchased Great Plains ERP software, it needed to support its VAR's in introducing this greatly improved, web-enabled solution in a hotly contested marketplace. eJustifyIt is presently supporting Microsoft Solutions in a variety of challenging areas.

We are engaged in local prospect generation programs for its West Coast VAR's, not only identifying opportunities, but also establishing on-site demonstrations, seminar attendance, web-demonstrations, collateral fulfillment, as well as follow-through support.

Our comprehensive solutions to Microsoft Service Providers demonstrates both the breadth as well as the depth of our business building solutions in challenging marketplaces.

eJustifyIt's on-going work with Microsoft included support of the Windows 2000 Migration Campaign. This campaign is designed to uncover upgrade initiatives to Windows 2000. We had to find the respective organization's IT infrastructure statistics regarding the number of workstations and the business reasons driving the upgrade.

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Mobius

"We have sales people wanting to use eJustifyIt as a way to introduce themselves or re-engage with customers. They've modified their pitch; they need to sit with an executive to discuss business value, not just technology. That has made a big difference."

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Onyx

Onyx is a major player in the CRM space and targets both mid size and enterprise clients and sell a $100,000+ software solution.

Testimonial Quotes from Dave Walsh, Senior Sales Executive at Onyx Software

" One of the eJustifyIt features we like the most is the collaborative web work space they provide you. Our product is a CRM solution which, by its nature, affects all business units in a company. We need multiple executives in our client companies to participate in our ROI presentations and since many of these executives are in different cities, the collaborative ROI work space that eJustifyIt provides is invaluable. Without it, we know it would be harder to get these people together and/or to collect all the information we need for our ROI calculations. Using eJustifyIt prevents our sales cycle from increasing and indeed shortens it significantly. "

" Sales cycles are long for us as it is and if we didnít have a tool like eJustifyIt generating the ROI calculations for us, our sales cycles would be even longer and might not even close. ROI is critical to closing a sale and without it, you just canít close. eJustifyIt helps to keep us closing. "

" We start our sales cycle with the operations people who then champion our product internally all the way to the senior decision makers. Thanks to eJustifyIt, the ROI calculations we are able to give these operations people are sophisticated enough to give them the comfort and credibility they need to stick their neck out and support our product, even in front of their CFO and CEO. "

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Quality Call Solutions

When the original developers of IBM's Direct Talk IVR and CTI solutions formed Quality Call Solutions (QCS) in 1997, they wanted to directly deliver its Contact Center solutions to their customers. Quality Call Solutions retained eJustifyIt to develop and execute a turn-key business development program to generate opportunities for the engineering-focused sales team, so they could develop scope of work responses to highly qualified prospects who have requested a proposal from QCS.

eJustifyIt targeted 5,000 organizations to identify the ones that actually operate call centers. We then surveyed each organization to obtain current hardware and software initiatives, and top contact center concerns. The result enabled QCS to finalize the packaging and propositions based on real-time primary-prospective customer feedback.

Initially, eJustifyIt was competing with a prominent East Coast telemarketing group, again founded by ex-IBM executives. Working with equal resources, eJustifyIt's campaign demonstrated a significantly greater number of qualified prospect opportunities and was awarded the entire marketing budget allocated, an honor we earn to this date.

"eJustifyIt has proven to be an invaluable asset to our business building efforts, being a consistent source of new business opportunities in today's very challenging contact center marketplace."

- Johnny Lin, President and CEO, Founder QCS

Quality Call Solutions has grown some 700% as a result of eJustifyIt's efforts, and we are now involved in marketplace development of QCS's new IP solutions, in addition to our efforts in the IVR and CTI marketplace.

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RiskLabs

RiskLabs sells risk management information solutions and services to corporate risk managers at Fortune 1,000 companies. RiskLabs product offerings include both client/server and web-based solutions that are priced from $35,000 - $500,000, thus requiring multiple layers of corporate 'buy in' including, ultimately the CFO. Before eJustifyIt, ROI as a sales tool was rather difficult to support and demonstrate. With eJustifyIt, RiskLabs now has a tool that can not only build on the sales process, but also adds an essential layer to large dollar, multi-level deals.

Case Study:

RiskLabs recently made a $100,000 sale to a national office supply retail chain and used the eJustifyIt software to generate the required ROI calculations. RiskLabs had been in discussions with this client for nine months and a week after they presented their ROI calculations, the deal closed.

In most large companies today, complex and expensive products must be internally sold through multiple levels of an organization before approval is granted. The process usually begins with the end user, who acts as the project manager and champions the internal need for the product. ROI tends to be the most significant validation of need in most organizations. In this situation, because of eJustifyIt, RiskLabs was able to provide all that was needed to get through their client's approval process. The ROI calculations that were developed using eJustifyIt were sophisticated and compelling enough that their client ultimately made the purchase .

An interesting aspect of this situation was that the RiskLabs client did their own ROI calculations, while RiskLabs generated their own set of ROI calculation using the eJustifyIt product. The ROI results between RiskLabs and their client were almost identical and, because of this, RiskLabs gained instant credibility with the client, thereby expediting the rest of the sales process and ultimately closing the deal.

Testimonial Quotes from Trent Lyght, Assistant VP Business Development at RiskLabs:

" We sell to Fortune 1000 companies and the eJustifyIt product leads us through the ROI process in such a way that it has opened our eyes to the financial needs and hurdles of our customers that we were never sensitive to before. The knowledge we have gained from this experience is helping us to sell more successfully to all our customers "

" The knowledge that we gained while using the eJustifyIt software was invaluable and will be applied in all sales situations in the future "

" The sophistication of the ROI calculations and the knowledge of our customer's business that the eJustifyIt product facilitates, not only gives us instant credibility with our clients but also gives credibility to those internal managers who champion our product to the rest of their senior management. Without the ROI numbers and without the client relationships that are built as a result of using the eJustifyIt product, I doubt we would be able to close sales as quickly "

" Senior members of management, particularly CFOs, absolutely must see ROI numbers before they will approve a large or complex purchase. Using eJustifyIt, we are able to present ROI calculations to our client's CFOs so that the numbers make it clear how the purchase of our product makes financial sense. In multiple cases, without eJustifyIt and without those ROI calculations, I doubt we would have closed the sale. eJustifyIt is a tool that any company can and should use. It works and it delivers. "

" Quite simply, eJustifyIt helped us close a deal within a week that had been languishing for 9 months. The strength of the questioning process and the ROI tool did the job. As a result, we have every intention of continuing to use it! "

" We spent $1,500 on the eJustifyIt software and a short time later, used it to close a $100,000 sale to a Fortune 1000 company. I'd say that was a pretty decent ROI! "

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Telecommunications

Leading Telecommunications Provider Uses eJustifyIt to Win National Wireless Contract

To protect the confidentiality of our client, we have not included the company's name. To inquire about this particular case, please contact us.

Situation

This global telecommunications company sells hardware, services, and solutions that enable carriers, service providers and enterprises to deliver voice, data and multimedia anywhere in the world.

The Company was facing an extremely competitive selling situation. A national wireless provider approached them to supply the infrastructure for a new wireless network. This prospect represented a multi-million dollar deal and was being aggressively courted by a number of competitors.

Problem

"This was supposed to be an RFP and we knew we needed to work closely with the customer in order to manage the process. Based on our findings the budget was going to be higher than expected and higher than the competition. We had to have the credibility and the proof to justify the larger investment," stated this National Accounts Manager.

Solution

They quickly modeled their sales process inside of eJustifyIt. The process allowed them to understand the prospect's business and relate back to them the financial impact of their products and services.

"They were spending 5 hours a day on troubleshooting, and we could reduce that significantly. That meant a substantial reduction in hard labor costs as well as additional top line revenue. Using eJustifyIt we found common ground, plugged in their numbers and worked through the financials together."

Result

The Company was so successful at demonstrating their focus on business impact that the prospect pulled the RFP and agreed to move forward with their solution.

"eJustifyIt helped us build substantial trust inside the company because we were all focused on business impact, not on pitching a product. That's how we out maneuvered the competition and won the business," stated the rep involved in this multi-million dollar deal.

"After our proposal, they never even went back to the competition. By using their numbers we clearly demonstrated that spending more with us made more sense strategically then spending less with one of our competitors."

Using eJustifyIt, the Company:

• Eliminated 4-8 weeks of competitive bidding
  
• Demonstrated that higher price meant higher value and greater return
  
• Froze out the competition with a superior command of the business case

"eJustifyIt helped us differentiate our offering. We changed the perception that we were just vendors; we became peers inside the organization."

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Uptime/Solution Pro

The developers of Uptime developed a purchase requisition module for Hewlett-Packard and was able to retain ownership of the source code. Don Teague, Vice President of Marketing and Sales, retained eJustifyIt to re-package and introduce a customized purchase requisition solution, based on the core-module owned by Uptime, to manufacturing groups outside of Hewlett-Packard.

The success of our work led to the formation of SolutionPro, a software engine firm that was successfully sold only 1 year later. When Don Teague moved on as VP of Marketing for SecureBill, a "buy on the web, pay by the phone" company, eJustifyIt was brought along until growth led to its purchase by E-billIt.

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