Background
Serigraph is an expert at tool design and build used to manufacture engineer-to-order plastic parts.
This includes printing on substrates, in-line mold (IMLs) parts and fulfillment, satisfying the complex and
exacting standards associated with automotive, appliance, consumer products, powersports and
medical verticals. Products are typically part of an assembly and just-in-time manufacturing is common.
Superior value is created by suppliers who NEVER disrupt production, which is the Serigraph promise.
Serigraph is notorious for leveraging lean techniques: eliminating operations, supply chain steps and
cost. Proof of value is the number of times Serigraph has been able to win back production from China.
Founded in 1949, Serigraph operates more than 10 offices and factories worldwide.
The Challenge
The last area of the business to develop a lean methodology was sales. Resources invested in deals
without proper qualification resulted in waste. The activity driven sales process compounded the cost
of coming in second. The sales approach needed to shift from demonstrating features and functions to
closing gaps and establishing value.
Results
The Zebra scoring tool has improved Serigraph’s close rate because it now only pursues the best prospects.
In addition, selling business value relative to prospects’ pain points differentiates Serigraph from its
competitors. This has increased margin, improved closure rates, and shortened sales cycles.
- Contribution margin increased 211%
- Sale pipeline closure rates increased 350%
- Sales cycle length reduced 26% from an average of 243 days to 179 days
Vivisimo achieved these results because Zebrafi changed its sales paradigm. The company no longer competed feature-for-feature with its competitors. It didn’t chase every prospect or respond to every RFP. Instead, Vivisimo sought out its most desirable prospects, got access early on to executives with budget authority and spoke in a language that they understood – business value.
Our Clients Love Us
Kevin Calderwood
Former President, Vivisimo
“By using Zebra Software, our average sales price more than tripled, from $190,000 to $600,000”
Steve Hirt
President, Optima
“In our first year alone, our sales improved over 20% and our bottom line increased by 350%.”
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.”
