Savant Labs delivers a modern analytics platform designed to replace manual spreadsheet workflows and legacy analytics tools. While the team consistently won technical evaluations against established competitors like Alteryx, deals often slowed when executive stakeholders entered the conversation.
Technical validation alone was not enough to inspire business leaders to act. Without a clear articulation of Total Cost and broader business impact, opportunities stalled, discounts increased, and competitive momentum became harder to sustain.
By partnering with Genius Drive through a Value Kickstart Program, Savant Labs shifted from simple TCO comparisons to a Total Value of Ownership approach, combining cost savings with quantified business outcomes. The result was accelerated deal cycles, protected pricing, and stronger competitive wins.
CHALLENGES
- Strong technical evaluations that did not consistently convert into executive-approved deals.
- TCO advantages versus Alteryx not clearly articulated or third-party defensible in live sales cycles.
- Executive buyers lacking quantified business impact to justify change.
- Late-stage deal stalls and increased discounting to secure wins
- No repeatable executive-ready value framework to support ongoing competitive selling.
RESULTS
- Won key competitive deals engaged during the program.
- Accelerated deal cycles by enabling earlier executive-level financial justification.
- Reduced reliance on discounting by clearly communicating Total Value of Ownership.
- Supported higher average unit pricing through stronger value-based positioning.
- Reinforced a scalable, value-centric mindset across sales and customer engagements.