ValueCore is the right partner to support PeopleDoc (now part of UKG)’s growth ambitions
UKG (Ultimate Kronos Group) is the future of PeopleDoc, which will become the HR Service Delivery arm of one of the largest cloud companies in the world. At UKG, Our Purpose Is People, and we believe that organizations succeed when they focus on putting people first. UKG’s HR Service Delivery platform includes case management, process automation, and employee file management and empowers HR, managers and their employees to boost productivity, increase employee engagement, manage global compliance and meet the challenges of tomorrow. With more than 12,000 employees around the world, UKG’s own workplace culture has been named a best place to work all over the world, including consecutive years on Fortune’s 100 Best Companies to Work For list. To learn more, visit UKG.com.
Scaling-up with ValueCore
PeopleDoc (now part of UKG) firmly believes in the concept of value selling and have invested in staff for this area significantly over the last year. With a desire to establish value selling practices across the sales teams in Europe, PeopleDoc developed a traditional ROI calculator which was used within the sales cycle with the support of the value engineering team. Due to resource constraints, the value engineering team could only focus on strategic opportunities hence covering probably 20% of the prospect with support. “We saw that the request for value engineering was picking up,” said Michael Jetten, Director Value Engineering-International Sales, PeopleDoc. “Our sales team wanted to have these kinds of calculations and wanted to get the information from the value engineering team into all deals, not only the strategic ones. To meet the increased demand and our significant growth expectations, we had two options: We could hire new value engineers and continue the manual practice, or we could buy a solution to help us scale up with automation.” PeopleDoc determined that a software solution was its best course of action, especially since the company was looking to automate the more substantial parts of the straight-forward, input based value engineering work around ROI to support all deals and not only 20% of them.
Consequently, a vendor vetting process for a web-based, self-service tool that could “digitalize” the ROI calculator and offer a more interactive environment for customers and prospects compared to a static Excel sheet-based discussion was initiated. At the same time such a solution needed to be simple and intuitive enough to be used by the sales team autonomously and without resource support from value engineering. Over the course of several engagements with providers, the choice came to ValueCore who could meet the above-mentioned requirements.
Now, with ValueCore, PeopleDoc’s value engineering team doesn’t have to get involved with each and every deal in person. Instead, their experience, expertise, and knowledge content are now available within the ValueCore tool, enabling sales to use this information for all deals and only needing the value engineering team for larger deals in person. This results in moving to close to 100% deal reach with the value content versus the 20% only reachable with the old, manual approach.
In particular, small and medium-sized deal sales benefit from the solution, since they can benefit from the value engineering material via ValueCore now as well.
A better way to manage the entire sales cycle
Moreover, during the discussions with ValueCore, it was discovered that this tool could be used for more than a simple ROI calculation tool – one that could optimize the entire sales cycle.
With ValueCore integration with Salesforce, PeopleDoc has been able to create standard output templates for pricing proposals. “We can now send proposals based on templates we have created per region, including a customized ROI and business case calculation,” said Michael. “We can channel every single proposal we send with this tool, and our entire sales cycle is now managed through Salesforce and ValueCore.”
“ValueCore has allowed us to make a big step where we have more control over our sales cycle and can make sure that our sales teams actually have something they can use and follow-up with customers on directly. We have visibility into the sales cycle with Salesforce and ValueCore, and can improve the overall quality over time via self-service.”
