Scaling a start-upAs with any fast-growing, start-up in an extremely competitive marketplace, MapR was challenged by scaling its sales team without the benefit of a common sales framework. Each seasoned professional that joined brought a wealth of experience as well as exposure to different sales methodologies.

Steve Fitz, Senior Vice President of Worldwide Field Operations at MapR, knew the lynchpin to increasing productivity was getting everyone on the same page, and establishing a consistent process to identify real opportunities, early-on.

He chose the ValueSelling Framework, which provides a simple, 6-box process to prepare for sales calls, guide conversations, and accurately qualify opportunities. A formal plan letter serves as a “gut check” to ensure that the customer’s goals align with MapR’s. And by using the framework, they easily connect MapR technology as a solution to a customer’s business issue.

MapR Case Study

Executive Summary

Operating in a highly interconnected world requires businesses to manipulate an enormous amount of structured and unstructured data. Big Data creates efficiencies so enterprises can store, track, manage, and make sense of data patterns. It allows for complex queries against terabytes of data that produce accurate results and new insights within minutes.

MapR is a leader in the Big Data space. But this burgeoning market is a crowded field. Growing MapR’s share means getting the most out of the company’s resources and taking the company to the next level efficiently by installing the ValueSelling Framework®.

“The ValueSelling Framework gives us a healthy discipline and rigor that tests our assumptions and validates

where the customer’s at. We use it to gain clarity versus getting caught up

in a salesperson’s optimism about an opportunity.”

Steve Fitz, Senior Vice President, Worldwide Field Operations, MapR

New pipeline growth quarter over quarter

Net base expansion of existing customers

2x growth year over year

It’s in the DNASince MapR installed the ValueSelling methodology several years ago, the entire organization, from the top-down, has embraced the ValueSelling methodology, including sales, marketing and sales enablement. MapR has been achieving record success.

Instead of the “flavor of the month,” at MapR, the ValueSelling methodology is the way they do business.

Each new addition to the sales team, numbering over 100 individuals globally, attends ValueSelling Framework training.

Each week, the team presents wins within the construct of the ValueSelling Framework. Each month, the team attends a webinar on a core ValueSelling concept. It’s simple. It resonates. It sticks.

The results:• Nurturing of better quality opportunities • More accurate forecasting across a sales campaign• A 63% increase in new account average order value • Key wins with the largest enterprise accounts in company history

MapR demonstrates how a consistent sales process and widespread adoption of the ValueSelling Framework throughout the company can spur astronomical growth.

MapR is a trademark of MapR Technologies, Inc. Apache Hadoop is a trademark of Apache Software Foundation.

“I’ve used ValueSelling at two different companies. It’s easy to

understand. It’s a great tool. I’d definitely recommend ValueSelling.”

Steve Fitz, Senior Vice President, Worldwide Field Operations, MapR

ValueSelling Associates, Inc. 16236 San Dieguito Road, Ste 2-24 P.O. Box 8364, Rancho Santa Fe, CA 92067Toll-free: +1 800 559 6419 Office: +1 858 759 3565

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