Case Study: How ValueViewpoint.ai Helped Novity Accelerate Sales and Secure $7.8M in Funding

 

Overview

In early 2024, Novity, a leader in predictive maintenance solutions, faced a critical challenge—accelerating its sales cycle to close two pivotal deals. These deals were not only essential for immediate revenue but also crucial in demonstrating market traction to secure $7.8 million in funding as the company was running out of its seed round.

 

Challenge

Novity’s seed funding was running low, making it imperative to close two major deals to prove market traction and attract investors for the next funding round. However, the company faced several hurdles:

  • As a startup with limited seed funding, Novity needed to close two major deals to prove market traction and secure its next funding round. However, several obstacles threatened its success:
  • Long Sales Cycles – Selling industrial AI solutions typically takes 12-18 months, a timeline too slow for Novity’s urgent funding needs.
  • Stalled IT-Led Conversations – In a critical deal with a major Oil & Gas (O&G) company, Novity had spent nine months in endless demos with IT stakeholders—without progress toward a purchase decision.
  • Procurement Pressure – Even if deals advanced, IT and procurement teams pushed for heavy discounts, reducing Novity’s potential revenue at a time when every dollar was crucial.
  • Lack of Enterprise Sales Expertise – Novity’s founding team and early employees were engineers without strong sales or business development backgrounds. Hiring an experienced enterprise sales executive was financially out of reach.
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Solution

To break through these challenges, Novity partnered with ValueViewPoint.ai, a value-based selling and ROI-driven business case development platform. Using ValueViewPoint.ai’s outside-in-business case development AI engine, Novity shifted its sales approach from technical discussions to executive-level financial impact—accelerating the deal cycle and maximizing contract value.

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How It Worked

  1. Reaching the CFO Office
    • Instead of continuing with IT-led discussions, Novity used ValueViewPoint.ai to generate an example ROI report tailored to the O&G company.
    • This one-pager ROI summary was sent directly to the prospective customer’s CFO, clearly outlining the financial impact of Novity’s predictive maintenance solution.
    • Within two weeks, Novity received an invitation from the CFO’s office to present the ROI model and key business benefits.
  2. Accelerating the Sales Cycle
    • During the CFO-led meeting, Novity demonstrated quantifiable cost savings and revenue impact, making a compelling business case beyond IT concerns.
    • Unlike previous demos, this meeting aligned Novity’s solution with the company’s financial and operational priorities, securing executive buy-in.
  3. Closing the Deal at a Higher Value
    • Just two months later, Novity closed the deal without procurement-driven discounts that IT had previously pushed for.
    • In fact, the contract value increased by 60%, as the CFO saw overwhelming financial benefits compared to the initial proposed price.

Results

By leveraging ValueViewPoint.ai, Novity achieved game-changing outcomes:

Accelerated Sales Cycle – Closed two critical deals in six months, rather than the usual 12-18 months.
Executive-Level Engagement – Shifted the conversation from IT demos to the CFO office, securing faster decision-making.
Higher Deal Value – Secured a 60% larger contract, avoiding procurement-led discounts.
Secured $7.8M in Funding – Demonstrated strong market traction, enabling successful fundraising.

Conclusion

With seed funding running low, Novity needed to accelerate its sales cycle and maximize revenue. By leveraging ValueViewPoint.ai’s AI-powered business case development, Novity transformed its sales approach, moved beyond IT roadblocks, engaged C-level decision-makers, and secured critical funding.