UKG Case Study
Scaling-up with VisualizeROI
PeopleDoc (now part of UKG) firmly believes in the concept of value selling and have invested in staff for this area significantly over the last year. With a desire to establish value selling practices across the sales teams in Europe, PeopleDoc developed a traditional ROI calculator which was used within the sales cycle with the support of the value engineering team. Due to resource constraints, the value engineering team could only focus on strategic opportunities hence covering probably 20% of the prospect with support. “We saw that the request for value engineering was picking up,” said Michael Jetten, Director Value Engineering-International Sales, PeopleDoc. “Our sales team wanted to have these kinds of calculations and wanted to get the information from the value engineering team into all deals, not only the strategic ones. To meet the increased demand and our significant growth expectations, we had two options: We could hire new value engineers and continue the manual practice, or we could buy a solution to help us scale up with automation.” PeopleDoc determined that a software solution was its best course of action, especially since the company was looking to automate the more substantial parts of the straight-forward, input based value engineering work around ROI to support all deals and not only 20% of them.
Consequently, a vendor vetting process for a web-based, self-service tool that could “digitalize” the ROI calculator and offer a more interactive environment for customers and prospects compared to a static Excel sheet-based discussion was initiated. At the same time such a solution needed to be simple and intuitive enough to be used by the sales team autonomously and without resource support from value engineering. Over the course of several engagements with providers, the choice came to VisualizeROI who could meet the above-mentioned requirements.
Now, with VisualizeROI, PeopleDoc’s value engineering team doesn’t have to get involved with each and every deal in person. Instead, their experience, expertise, and knowledge content are now available within the VisualizeROI tool, enabling sales to use this information for all deals and only needing the value engineering team for larger deals in person. This results in moving to close to 100% deal reach with the value content versus the 20% only reachable with the old, manual approach.
In particular, small and medium-sized deal sales benefit from the solution, since they can benefit from the value engineering material via VisualizeROI now as well.