How Tipalti Accelerates Growth in FinTech with Value Selling

Measure	Result
Since	2014
ValueCore customer	Business cases built in past 5 years: 1,600+

Tipalti is a leading finance automation platform that helps over 6,500 companies manage accounts payable, global payments, procurement, and expenses across more than 200 countries. As Tipalti scaled, its sales team needed a faster, more credible way to quantify the financial impact of automation for every prospect. Tipalti has relied on ValueCore to do exactly that since 2014—making value selling a key part of how the company wins.

The challenge

Finance automation is an easy concept to describe and a hard one to prove. Tipalti’s buyers—CFOs, controllers, and finance leaders—expect a defensible business case, not a feature list. Before standardizing on ValueCore, building those cases was slow, inconsistent, and dependent on a handful of spreadsheet-savvy reps. The team needed a way to:

Quantify the time, cost, and error reduction of automating AP and global payments—consistently, on every deal.
Equip the whole sales organization to tell a credible ROI story, not just a few specialists.
Move deals through finance and procurement scrutiny faster, with numbers that hold up.

The solution

Tipalti adopted ValueCore as the backbone of its value-selling motion. Reps use ValueCore to turn discovery conversations into tailored, interactive ROI models and business cases that show prospects the financial impact of switching to Tipalti—visually and defensibly. What began in 2014 has become standard practice: a repeatable, scalable way to translate Tipalti’s capabilities into the language finance buyers care about most—dollars to the bottom line, wasted hours reclaimed, and risk reduced.

Starting in 2025, Tipalti invested in a bona fide value engineering team. This team has gained substantial productivity by building and deploying value models in ValueCore. They ensure reps have the latest and greatest models available at all times. Because the models are deployed consistently and from one central location, every rep delivers the same quality of business case, and every champion walks into their internal approval meeting armed with numbers they can defend.

Tipalti case studies are expertly woven into the business case, ensuring that business cases are credible and compelling.

The results

Over the past five years, Tipalti has built more than 300 ValueCore business cases per year—over 1,600 in total—making value selling a daily habit rather than a special-occasion exercise. In the last 12 months alone, deals supported by ValueCore business cases drove more than $1.5M in booked revenue.

Measure

Result

Partnership length

10+ years (since 2014)

Business cases built per year

300+

Total business cases built

1,600+

Booked revenue, last 12 months

$1.5M+

Why it works

Tipalti’s results reflect what value selling delivers when it’s built into the everyday sales motion rather than bolted on. With ValueCore, the team quantifies impact early, aligns buyers around a single ROI narrative, and gives champions the evidence they need to win internal approval. The outcome is a faster, more confident sales cycle—and a ten-year partnership that keeps producing booked revenue.

Ready to sell on value? See how ValueCore helps teams quantify impact and close more deals at valuecore.ai.

Case Studies

How Tipalti Accelerates Growth in FinTech with Value Selling

The challenge

Close 43% More Deals with Ease.

The solution

ValueCore lets every rep walk into a commercial conversation with a business case that is credible. Our win rates are higher when we include ValueCore in the process.

Des Cahill

The results

Why it works