Microsoft- INSEAD EFMD Case Study

At the end of the course, I have not only researched my new client to a new level of breadth and depth that I will now transfer to my other accounts but I have great ideas for how to land our value proposition in their terms: value chain, value creation, ROI, NPV, etc. I am a hands‑on learner, so I am excited to put this material to work in a real‑life scenario and fully gain the benefit as it sets in over time.

The INSEAD approach of value chain analysis helped to identify the competitive advantage that the workforce management support solution would bring to the client [leading telecoms firm] and led to a deal closed at a value of €250K. INSEAD also helped us prove that €250K was a good price through the Return on Investment approach.

One of our sellers in Russia let us know he attributes a recent very large deal directly to his team’s participation in the course. The application of the financial acumen articulated in the course was what made the difference in closing the sale. This fantastic win of $24.2 million is attributed directly to INSEAD’s financial acumen teachings: demonstrating ROI via NPV (net present value) and DCF (discounted cash flow) calculations – and the opportunity to move from CAPEX to OPEX.

With the knowledge gained from the INSEAD business model innovation training, I was able to challenge a customer on their existing business processes and have a valuable discussion with them about how they can transform their business models into more agile and efficient processes with our cloud technology. We have successfully closed 2 cloud deals with traditional customers, which resulted in approximately $150K of cloud revenue in Q2.