The Largest Deals in Company History

Ping Identity sold seven out of ten of the largest deals in company history after implementing Command of the Message®

 
What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Client

Ping Identity Company Logo

Ping Identity is the leader in Identity Defined Security for the borderless enterprise, allowing the right people to access the right things, securely and seamlessly.

More than half of the Fortune 100 trust Ping Identity to accelerate their move to the cloud, deliver a rich customer experience and quickly onboard partners as part of their digital transformation.

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Business Challenge

Ping Identity saw opportunity in its marketplace to transform from selling one primary capability, Single Sign-On, to sell more enterprise solutions. Historically, the sales organization primarily executed a land and expand sales strategy, but they wanted to move to a strategy where they came in with larger opportunities. Ping Identity was also moving to a subscription model for their products.   

“We had a lot of change going on at one time and we needed to hire somebody to come in and really get that message more concise and digestible by our customers,” said Dave Packer VP of WW Field Operations.

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Solution

Ping Identity used Force Management's methodologies to build cross-functional alignment around the message it was sending to customers, specifically around the value of its solution and what makes it different than the competition.

 “It was an absolutely different sales conversation. We needed to arm our sales force with the information to have those discussions,” said Packer. “It’s easy to say and a lot harder to do. We all understand our company so well. We understand what our products do and the immense value we can bring. It’s hard to transition a sales force to really think about what their customers need and position it in a way that resonates. Force Management provides us with that alternative.” 

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Results

Ping saw an immediate impact in the way they structured the cadence of their sales meetings and their territory planning.

"That impact translated almost immediately to our customers as well because we had a common language we were all speaking,” he said. Ping’s ability to drive adoption of the methodology created a stream of wins for the sales organization including:

  • 7 out of the 10 largest subscription deals in company history
  • 45% growth of subscription product year over year
  • Turned around an opportunity where they were ruled out, to winning the business three months later

“There’s tremendous value in bringing Force Management in, whatever product you’re selling,” said Packer. The time to value is short. Much shorter than I’ve had with applications of other sales methodologies, but I’ve never had one as comprehensive as this either.”

Download the PDF

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

Contact Us