90
Daily Clicks on Website Demo
487
New Leads per Week from Website Demo
110
Overview Demos Automated per Month
Daily Clicks on Website Demo
New Leads per Week from Website Demo
Overview Demos Automated per Month
Hours SE Time Saved by Automating Overview Demos
Minutes Average Demo View Time
Demo View Rate
As a Product-led Growth company, Atlassian was concerned about making the buyer’s journey a simple and painless experience. They knew their customers wanted to educate themselves on their products, experience the solutions, and make purchases themselves. They wanted their website to be a more powerful tool for website conversion and for shortening the time that an online inquiry could turn into revenue. This was especially true of their Jira Service Management solution, which helps teams manage service requests and meet SLAs
Ken and his team worked with presales specialists to create an effective overview demo that could go on the Jira Service Management website in place of a “Request a Demo” button or YouTube video. They added Consensus Tours to their demo to allow buyers to get a feel for the product after watching the interactive video. This on-demand demo experience contained a lead gate that would alert internal stakeholders when a web inquiry watched the demo. Sales reps and others would then reach out to high-touch accounts while other customers would be able to purchase JSM on their own through the demo CTA or other website touchpoints.
Atlassian saw a spike of 486 demo qualified leads (DQLs) per week from giving their buyers earlier and easier access to their JSM product. According to Ken, they receive on average 90 clicks on their demo CTA daily, with an additional 90 leads over weekends. This influx of leads has boosted the performance of both self-service and high-touch accounts that express interest in their JSM product.
Giving buyers access to product demos on the JSM website has helped Atlassian buyers educate
themselves and come to live calls ready to talk specifics. Atlassian sees an average view time of six
minutes on their overview demo and 13 minutes on deeper dives which shows their buyers are
willing to learn about features and add-ons when they are readily available. The data available in
Consensus has helped Ken’s team partner better with sales to qualify deals and empower reps to
have conversations centered around buyer concerns and how they can solve them better
Using Consensus Interactive Video Demos and Tours has given Atlassian’s presales team the advantage of scale by automating 110 overview demos per month, on average. Marketing and sales use demos to prime buyers for live calls and save sales engineers an average of 55 hours per month by letting buyers educate and qualify themselves by viewing demos and clicking Tours pages.
