Mitratech is a leader in legal technology solutions, providing enterprise-grade Matter Management and Billing platforms that help corporate legal departments streamline operations, improve financial visibility, and reduce outside counsel spend.
Mitratech was competing in a late-stage enterprise evaluation at a large Energy company where two lower-cost solutions were already in consideration. Without a clear way to quantify and communicate financial impact, Mitratech risked being viewed as a higher-priced alternative with limited differentiation.
“The ROI presentation was key to us winning this Energy company project and gave us the executive-level access we needed. If we did not display the total value of what our platform could deliver, the firm would have selected a lower-cost competitor or kept their existing solution.”
Mitratech’s account executive leveraged the Hobson ROI model to quantify and present the total business impact of Mitratech’s Matter Management and Billing platform. The ROI analysis demonstrated measurable business value with benefits over five years exceeding the proposed investment by 6.4X. This exercise provided the only executive-level access Mitratech had with the General Counsel during the evaluation.
By anchoring the buying discussion around quantified outcomes — including improved operational efficiency, greater financial visibility, and reduced outside counsel spend — Mitratech was able to displace two lower-cost competitors and close a seven-figure deal, despite entering the opportunity late.
Beating out two lower cost competitors
Let’s connect to explore how our approach can elevate your value story and sales performance.