SaaS
Meet the CEO
“We’ve moved from transactional to consultative sales. Our influence within our customer base has improved and now we can scale. Zebrafi has changed the way our customer looks at us”
SaaS
This company connects auto insurance companies, parts suppliers and collision repair shops in an online marketplace for auto parts. The platform allows collision repair shops to obtain quotes from every type of supplier, enabling them to reduce costs, increase profitability, and improve customer satisfaction at no cost to their shop. They takes a small margin from every part sold through the marketplace.
Challenge
The company was having trouble signing and retaining repair shop customers despite all the benefits their platform offered (not least that it was free!). The technology-based solution was a hard sell to old-school parts managers who had long-standing relationships with suppliers and believed they
were already getting the best price. The sales team became desperate, pursuing any lead. The result was long sales cycles, low close rates, slow adoption, and high business development costs.
- New competitors were offering less capable, but also considerably less expensive, alternatives.
- Sales people were wasting time chasing prospects they had little hope of closing.
- Proposals languished in the hands of managers who couldn't authorize the purchase.
- Deal size wasn't growing despite having an expanded product offering.
- Retention was below desired levels.
- Strategic sales planning was hampered by the difficulty of gathering up-to-date sales data.
Results
The customized Zebrafi solution has enabled a sophisticated business-case based sales approach successfully in an old-school industry. By targeting best prospects, talking directly to the person with budget authority, and implementing a best-practice retention strategy, the company has achieved remarkable results in 10 short months.
- Obtained 247 new signed sales agreements, doubling number signed over same period last year
- Increased revenue 43%
- Increased profit 286%
- Reduced cost of account retention 50%
- Reduced time to sales productivity by 66%
Headquarters | Chicago, IL
Industry | Software
Employees | 100
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What Our Customers Are Saying
Kevin Calderwood
Former President, Vivisimo
“By using Zebra Software, our average sales price more than tripled, from $190,000 to $600,000“
Steve Davis
COO, Author-it
“A higher percentage of sales cycles close because sellers identify Author-it Zebras and have an early meeting with Power to gain sponsorship to verify a pre-prepared value proposition.”
Todd Schneider
CFO & COO, Serigraph
“Through the first six months of this year we have sold more than we did all of last year, and I attribute that entirely to our new process.”
5 Star Rated on Google
