Before Applixure
- Data existed, but it took days/weeks to become useful. As Marko Nousiainen, Head of Sales and co-founder, describes it: "Collecting information about a computer environment was a laborious process: we had to pull data from several sources and then process it further to put it into a usable format. A month later, the information was out of date, and the whole exercise had to be repeated."
- Sales meetings needed a technical specialist in the room. Salespeople would often want a tech team member present, just in case data questions came up, which pulled that specialist away from other work.
- Prospects had no idea what was actually happening in their own environment. Marko routinely encountered prospects who simply didn't know what kind of shape their PC environment was in.
Why Global VoiceLink Adopted Applixure
When Marko first encountered Applixure and the data it provides, he recognised what easy access to well-structured information could open up. Today, his whole team, Sales, the technical team, and the Service Desk, uses it. Applixure is now included in Global VoiceLink's standard package, and every customer gets access to their own instance, in keeping with the company's culture of transparency.
How Data Changed Sales
- Selling the right things, not guessing. With data on hand, Marko can see exactly what a customer has and where the issues lie: old hardware, unencrypted drives, outdated software, rather than guessing at what they might need. "It feels delicious to know that you make recommendations to customers based on facts and complex data," he says.
- Faster sales cycles. Proposals backed by real performance data, not just device age, give customers concrete justification to approve purchases quickly. "Numbers bring confidence," Marko explains. "You can use data to show customers why certain things should be done."
- Less technical team time spent in sales meetings. The Account Manager now reviews customer data with a Technical Specialist beforehand, then runs the meeting solo, logging into Applixure directly and presenting findings live, with no need to prepare slides in advance.
Winning New Customers With a "Wow" Moment
Marko's approach with new prospects: install Applixure across their computers, let data collect for a couple of weeks, then sit down together and look at it. The reaction, in his words: "There is a 'wow' feeling that comes over the customer, they have never seen what's been going on in their IT environment. The view in Applixure opens their eyes." Once a prospect sees what needs improving, the decision to move forward with Global VoiceLink becomes straightforward.
Staying Out of Firefighting Mode
Global VoiceLink runs a 10-person technical team. As Marko puts it plainly: "We would waste so much time if we worked in a 'firefighting' model, waiting for users to report issues and reacting to them. In our proactive model, Applixure provides us with the data to see where updates are needed and where issues are, before they are ever reported. So, we never end up in 'firefighting' mode."
Faster, More Confident Service Desk Resolutions
When a customer calls in, the Service Desk pulls up that machine's data immediately: battery performance and change history going back up to a year via Rewind to History, instead of relying on an interview with the user to piece together what's going on. A complaint about poor battery life, for instance, can be confirmed on the spot by checking actual battery health data, with a replacement ordered right away.
In Their Own Words
"In the old model, collecting information about a computer environment was a laborious process: we had to pull data from several sources and then process it further to put it into a usable format. A month later, the information was out of date, and the whole exercise had to be repeated. The beauty of a tool like Applixure is that it does the work for us, and the data is always up-to-date."
— Marko Nousiainen, Head of Sales & Co-founder, Global VoiceLink
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