Xfactor.io's Value Execution Helps iCIMS Increase Win Rate by 2.8X

Industry: Enterprise Recruiting Software
Location: Holmdel, NJ
Number of Employees: 1,300

“From the very beginning, Xfactor.io provided a high level of service and great communication. This made us feel very confident that they would truly partner with us to help get us where we wanted to be on our value-selling journey.”

KAREN HEATWOLE Vice President, Value Advisor

Challenge

iCIMS was focused on reducing friction in their sales cycle and selling the value of their solutions.

Low conversion rates between stages 2 and 4 in the sales cycle
Low ASP and high discounts meant iCIMS was unable to articulate their worth
Disparate homegrown spreadsheets meant a lack of consistency prone to errors

Solution

In less than a year of use, iCIMS has seen significant benefits and material gains from using Value Execution.

Conversions are rising. Average deal size is growing. And win rates are through the roof.
Sellers can quickly and easily build a value hypothesis and high-quality, customized outputs
Built and tested their value model, integrated with Salesforce, and rolled out to sales in just 8 weeks

94.5% Win Rate when using Value Execution

2.8X Increase in Average Sale Price

About iCIMS

iCIMS is the talent cloud company that empowers organizations to attract, engage, hire and advance the right talent that builds a diverse, winning workforce. iCIMS accelerates transformation for a community of more than 4,000 customers, including 40% of the Fortune 100, that collectively employ more than 34 million people around the world.

Why iCIMS Chose Value Execution as their Value Management Platform

Value Execution was able to get them up and running quickly, with sellers enabled within 8 weeks
Ease-of-use for sellers with a "5 steps, 5 minutes to build a value hypothesis"
High level of service and communication built confidence in DecisionLink's ability to support their goals

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