I was in an Uber last week chatting with the driver about what I do.
I told him, “We help companies let buyers try their products before they ever talk to sales.”
He paused, then asked:
“Wait, companies don’t let you do that already?”
Bingo. Even people outside the B2B world can see how backward the buying process is.
Most companies still force buyers to jump through the same old qualifying hoops just to see what their product actually does. It’s not just outdated—it’s completely out of sync with how people want to buy in the digital age.
That’s why more companies are turning to product experience—to meet buyers where they are, remove friction from the sales cycle, and drive real results across the business.
Buyers Have Changed. Your Strategy Needs to Catch Up.
If you’ve been paying attention over the last decade, you’ve seen the shift. People aren’t just behaving differently at work—they’re behaving differently everywhere.
- We text instead of call.
- We stream instead of waiting a week for new episodes.
- We self-serve everything—from learning a new skill to buying a car.
According to Gartner, 75% of buyers now prefer self-service buying to engaging with sellers to explore a product. Not to mention almost 83% of the buyer’s journey is now happening without talking to a rep.
This “anti-social generation” isn’t just a Gen Z phenomenon. It’s a digital behavior pattern that spans all ages and roles—including your buying committee. And they’re telling us, loud and clear:
“Let me see your product on my terms.”
The modern buyer doesn’t want five calls to get to a demo. They want to watch, try, and explore your product now. That’s not just a preference—it’s an expectation.
We Started the Demo Automation Movement. Now We’re Evolving It.
At Consensus, we created the demo automation category. We pioneered how presales teams could scale their impact with self-guided, personalized demos. That helped us lead the charge into a multi-billion-dollar industry.
But the buying journey has evolved—and so has our vision.
We believe the future isn’t just demo automation. It’s Product Experience.
That’s why we’ve built the world’s first Product Experience Platform—a single platform that enables revenue teams to deliver personalized product interactions at every stage of the funnel.
Whether you’re in marketing, sales, presales, or customer success, you can now:
- Watch product demos that speak to what each stakeholder cares about
- Try dynamic, no-code product tours that simulate real use cases
- Explore deeper product simulations with data editing
- Track buyer intent and engagement in real-time with Demolytics
All from one shareable demoboard link. All on the buyer’s timeline.
Why This Matters—Not Just for Presales, But for Every GTM Team
Presales have always been the heartbeat of product—turning complexity into clarity, features into value, and demos into decisions. But, the need for product expertise no longer starts and ends in presales. It’s now the lifeblood of the entire revenue team.
When product experience becomes a shared language across GTM, every function gets sharper, faster, and more buyer-focused.
Here’s what happens when that alignment clicks:
- Marketing doesn’t just generate leads—they generate momentum. With personalized, interactive demos embedded in campaigns, they engage prospects with product storytelling from the first click. No more “spray and pray”—just precision at scale.
- Sales eliminates the lag. No more “can you show this to your CTO?” or “we’ll need to schedule a custom demo.” Instead, reps instantly deliver tailored demos to each stakeholder—shortening cycles and multiplying influence.
- SDRs qualify faster—and smarter. Instead of relying on pitch decks and guesswork, they send on-demand demos that let prospects self-educate. When a meeting’s booked, the prospect already gets it. Now reps can go deeper, sooner.
- Presales finally get to focus on what they do best: solving hard problems, building trust, and driving strategic conversations. No burnout. No bottlenecks. Just high-leverage impact, every day.
- Customer Success extends the story beyond the signature. By re-engaging users with product tours and educational simulations, CS builds deeper product adoption, boosts retention, and uncovers expansion opportunities without the guesswork.
This isn’t about adding another tool to the stack. It’s about unifying your GTM motion around the experience your buyers actually want.
Product Experience Drives ROI. Period.
Product-led, self-service experiences don’t just improve the buying journey—they drive better outcomes for your entire go-to-market team. With Consensus, companies are accelerating revenue, improving pipeline quality, scaling more efficiently, and creating alignment across every deal. Here’s what that looks like in action:
Accelerated Sales Cycles
When buyers educate themselves asynchronously, they show up to live calls ready to move forward—saving time for both reps and prospects.
- Bazaarvoice reduced their SMB sales cycle by 33%, shaving weeks off their average deal timeline.
- Stibo Systems removed a 14-day bottleneck between demo requests and live meetings, cutting their buying cycle by 76%.
Stronger Pipeline and Lead Quality
Marketing and Sales teams get better signals on who’s in-market—and which deals are real.
- BlackLine reduced unqualified demos by 32% and increased win rates by 54% when DemoBoards were used early in the process.
- Aavenir qualified out tire-kickers and closed a $120K deal in just six weeks by using a self-guided demo as a first step in their sales process.
Scaled GTM Capacity Without Extra Headcount
Whether it’s Sales, Marketing, or Presales, teams are doing more with less by automating repetitive, early-stage education.
- Paycor saved 189 SE hours per quarter and influenced $30M in revenue by empowering AEs to share demos without relying on Solutions Engineering.
- Oracle scaled their go-to-market motion by over 20% and saved 12,800 hours annually—without adding headcount.
Higher Conversion From Marketing Programs
Self-guided demos turn passive interest into active pipeline—faster.
- Frontline Education drove over 17,000 demo views and converted 1,200+ leads by embedding Consensus demos into their nurture programs.
- Atlassian sees 487 new leads per week and 90 demo clicks per day from Consensus demos embedded across their content strategy.
Better Stakeholder Visibility and Deal Alignment
Consensus reveals who’s involved in the deal, what they care about, and how to move the conversation forward—so Sales and Marketing can work smarter, together.
- The Access Group uncovered 371 stakeholders in just 7 days, helping Sales prioritize accounts showing real traction.
- G&A Partners included demos in every proposal, reducing unqualified demos by 60% and giving one SE the ability to support 99 AEs.
Revenue Growth Without Growing Pains
Scaling revenue doesn’t have to mean scaling headcount. With the right tools, every part of the GTM engine becomes more efficient.
- Hexagon saved the equivalent of 15 full-time employees and 4,000 workdays by using Consensus to automate early-stage discovery and demos.
- Eque2 grew inbound ARR by 40% and increased presales capacity by 25%—without burning out the team.
The Future of Buying Is Experience-Driven. Are You Ready?
Let’s be real: B2B buying has changed. It’s no longer about who has the slickest pitch. It’s about who delivers the most meaningful product experience—on the buyer’s terms.
This isn’t a passing phase. It’s a fundamental shift in power from seller to buyer. The teams that embrace it are already winning. The ones that don’t? They risk getting left behind.
Here’s the truth:
You don’t need to blow up your GTM strategy. You need to evolve it—by putting product experience at the center of every buyer touchpoint.
Let buyers watch the demo before the first meeting.
Let champions explore solutions before looping in procurement.
Let executives see value—not just hear about it.
At Consensus, we’re not just enabling this movement—we’re leading it. And we’re inviting you to join us.
If you’re ready to meet buyers where they are, let’s talk. Or better yet—experience it for yourself.
