InterSystems is a global leader in data platforms, trusted for technical excellence and mission-critical deployments. As deal sizes grew and the company expanded into new verticals, its teams kept winning technical evaluations but struggled to elevate conversations with the business leaders who ultimately fund change.
Without dedicated value consultants or value engineers, large healthcare opportunities risked late-stage stalls and shrinking deal sizes. New solutions were pitched on features, conversations stayed anchored with technical buyers, and strong early interest rarely reached executive decision-makers.
By partnering with Genius Drive for fractional value consulting, InterSystems gained on-demand value expertise for its largest healthcare deals and a scalable value foundation for new solutions in Life Insurance Underwriting, Manufacturing Warranty and Repair, and Financial Asset Management. The result was a shift from feature-led discussions to outcome-driven, executive-level conversations.
CHALLENGES
- No internal value consultants or engineers to support key multi-million-dollar opportunities.
- Customized value assessments and executive presentations needed to justify large investments.
- Risk of stalled deals or reduced deal size late in the buying process.
- New solutions pitched primarily on features, with unclear buyer pains and outcomes in unfamiliar verticals.
- Conversations anchored with technical or tactical buyers, rarely reaching executives.
RESULTS
- Accelerated progress on key multi-million-dollar healthcare deals.
- Maintained deal size and improved win rates in late-stage opportunities.
- Enabled stronger executive engagement and faster buying decisions.
- Improved positioning and launch success for new solutions in competitive markets.
- Secured more executive-level meetings and early deal wins in new verticals.