Newforma Scales Consistent Sales Coaching with ValueCoach AI™
Newforma is a leading partner in AECO information management and collaboration software, giving architecture, engineering and construction firms a single source of truth for every project. Across more than 20 million projects and 4.5 million users, Newforma keeps high-stakes projects visible and moving forward, ensuring better outcomes for 1,500 clients worldwide.
Results at a glance
- Faster ramp time for new BDRs and AEs
- Improved forecast accuracy
- Increased seller confidence in sales calls
- Clear links between training, behavior change and revenue results
- A key deal won during a manager’s unexpected leave, with ValueCoach AI™ as the AE’s “backup on everything”
The Challenge
Newforma had built a fast-growing revenue engine across multiple business units, winning over a demanding AECO market with proven products and tireless customer support.
However, as the organization scaled, the lack of a shared approach and framework began to take its toll. Running on a mix of qualification tools and sales methodologies, teams lacked a common language for discussing opportunities. In turn, sellers lacked the skills to consistently reach decision-makers and tie solutions to a customer’s real business challenges. In addition, coaching suffered from manager bandwidth issues, and Newforma’s mix of methodologies made it difficult to understand “what good looked like” and forecast accurately.
Recognizing the opportunity for further growth driven by alignment, Newforma’s leadership set out to standardize around one proven methodology, operationalize it with on-demand coaching and build the measurement framework that connects selling behaviors to revenue results.
Business issues
- Align the revenue engine around one methodology to improve measurement and forecasting practices
- Reach more decision-makers and anchor solutions to pressing business challenges
- Coach reps consistently and decrease ramp time without stretching managers thin
The whole setup of Val was life-changing — especially for our reps.
The Solution
Newforma launched a sales transformation centered on the ValueSelling Framework® and ValueCoach AI™ (“Val”) to give teams one proven methodology and operationalize the training through on-demand coaching from day one. ValueSelling was rolled out to BDRs, new-business AEs and renewal teams, and reinforced through regular consulting and check-ins.
What made the rollout distinctive was how Val solved the common sales coaching problem of limited manager bandwidth. With judgment-free coaching available on demand, reps received guidance exactly when they needed it, on everything from outreach and multi-threading, to deal strategy, to negotiations. In turn, managers were freed up for more strategic initiatives and better able to methodically develop their teams with targeted interventions.
The Results
The methodology took hold where it matters most: in daily selling behavior. With the ValueSelling Framework® operationalized throughout the flow of work and coaching, reps embraced the new selling behaviors instead of reverting to old habits. New hires and BDRs ramped faster, quickly building the confidence to sell at an experienced rep’s level. Because of the new measurement frameworks and the dashboards offered through Bryce, ValueCoach AI’s agent for managers, leadership can finally connect selling behaviors to results, with a clear view of pipeline and a new confidence in forecasts.
.png)