Before adopting Shark, Partful used Excel and PowerPoint for ROI calculations, facing challenges in speed, clarity, and tracking. Since implementing the Shark platform in 2022, the tool has streamlined their sales process, improved customer engagement, and significantly aided in closing deals.
Partful provide digital solutions for aftermarket parts management. Their platform is designed to help businesses in the automotive, aerospace, and manufacturing industries manage and distribute parts catalogues, improve parts identification, and streamline the ordering process.
Partful aims to enhance the aftermarket experience for both businesses and their customers by providing a modern, efficient, and user-friendly platform for parts management.
Before adopting Shark, Partful relied on basic Excel spreadsheets to calculate ROI figures and presented them to customers using PowerPoint. This approach had several drawbacks including:
After discovering Shark’s user-friendly interface and its ability to manage and track all business cases within the platform, Partful decided to implement a program with Shark Finesse.
In 2022, Partful started their Shark Finesse journey with their main users being within the pre-sales and sales teams. Getting started was relatively easy and now Shark has become an integral part of the sales process. The team now schedule virtual meetings where the champion and decision-makers attend, and Shark is used to present the business case. By doing this, Partful have found that their customers feel bought into what they are doing and understand the ‘why’ behind the process.
We spoke with one of their users, Daniel Horrocks, who discussed getting started with Shark:
It was simple and easy. Being honest, I had a slow start with the tool due to how busy I was, and I didn't really use it in anger within the sales process for the first few months. When I realised I was dropping a few deals I should be closing, I turned my attention back to Shark and started to use it for all Mid-Market and Enterprise deals.
The last deal I closed personally was £156k ARR, I put a huge part of this down to Shark. The actual Decision-Maker was with me when we presented the Shark output back to the board. He then went as far as using the export from Shark to input into his budget approval process. This actually saved him time trying to calculate the information himself.
<div class="blockquote-author">Daniel Horrocks, Sales Director at Partful.</div>
There are probably 3: PDF Export button, Cost of do nothing, Payback period including the impact date.
The cost makes it a no brainer for me, the UI is easy to understand and use.... from my perspective, you need just one deal to happen in a year to make it worth it, we've got 14 deals won which have Shark sessions in the platform, with an approximate value of ~£350/£380k ARR. Whilst you can't attribute them all just to Shark, it is obvious it has helped us a lot. One example where it turned a deal round was on a £30k ARR cold deal when we effectively got blocked from Finance & Commercial because of other project priorities, to which I challenged this back during a Google video meeting and asked – ‘Which projects are taking priority that have a better Payback period than 4.5 months?’ The deal signed 2 weeks later.
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