THE RESULTS AT A GLANCE
11%Increase in win rate |
50%Reduction in sales demo enablement time
|
93%Reduction in demo prep time |
Clari, a leader in revenue operations and forecasting solutions, faced the challenge of delivering impactful and efficient sales demos to showcase their powerful platform. Their product, which relies heavily on data, required a demo solution that could handle the intricacies of their offering while providing a seamless and engaging experience for potential customers.
In search of a solution, Clari turned to Consensus Live, a revolutionary sales demo platform, to transform their demo approach and unlock new levels of success.
THE CHALLENGE
Overcoming Demo Complexity and Inefficiencies
Given the data-comprehensive nature of Clari’s product, showcasing its capabilities required a deep understanding of data, metrics, and forecasting methods. This presented unique challenges when creating sales demos, which were time-consuming and dependent on engineering resources to build and maintain.
Brian Cody, VP of Sales Engineering at Clari, recognized the need for a more efficient and effective way to showcase their product’s full potential.
"We were spending a significant amount of engineering time and resources just to maintain our demo environments. It amounted to the equivalent of a part-time engineering employee each quarter. It was a constant battle to keep the data fresh and relevant for each demo."
Brian Cody
VP of Sales Engineering, Clari
Moreover, the demo environment had restricted areas that sales engineers couldn’t access, limiting their ability to showcase the full extent of Clari’s capabilities.
"There were a lot of places where we couldn’t click. We often felt limited in what we could show prospects."
Alex Portman
Lead Sales Engineer, Clari
This lack of flexibility made it difficult for the team to adapt to the unique needs and questions of each prospect, which often led to a disjointed demo experience.
Clari recognized the need for a demo solution, one that could handle the intricacies of their product while providing a live, authentic experience. After evaluating various options, Clari chose to partner with Consensus Live for its unique ability to inject real-time data into their live product. This capability ensures that anything functioning in the actual product also operates seamlessly in the demo.
“With Live, we have the confidence to go off-script during demos without worrying about errors or inconsistencies. It has transformed the way we engage with prospects.”
Alex Portman
Lead Sales Engineer, Clari
Consensus’s platform also empowered Clari’s sales team to deliver demos with more confidence.
"Live has been a game-changer for us. The ability to inject and manipulate live data within our demo environment has given our sales team the confidence and flexibility they need to deliver impactful demos."
Jen O’Pry
Manager of Commercial Account Management, Clari
IMPLEMENTATION AND ADOPTION
A Seamless Transition
Clari’s sales engineers worked closely with Consensus’s professional services team to build out a robust demo environment that accurately reflected their platform’s capabilities. Throughout the onboarding process, Consensus provided comprehensive training and support to the Clari team.
THE RESULTS
Increased Efficiency and Impactful Demos
With the integration of Live, Clari saw immediate improvements in their demo process that impacted multiple teams from sales engineering, sales, and product management.
Sales Engineering: Massive Time Savings
"Before Live, if I had to build three new dashboards, it would have taken me 30-45 hours. Now, I can do it in an hour."
Brian Cody
VP of Sales Engineering, Clari
Sales Engineering: Flexibility to Navigate Product Freely
"In the past, we may have had visualizations and data on the screen, but it didn’t quite line up with our demo story. Live makes sure everything adds up and has given the SEs and AEs a lot more confidence to go with the flow of the conversation and not be afraid to click on things."
Alex Portman
Lead Sales Engineer, Clari
Sales: Increased Demo Confidence and Accelerated Onboarding
"Live has helped increase confidence among new hires on my team and streamline the demo process. Typically, it takes about three to six months before a new hire is comfortable with demoing. But with Live, our reps are ramped up to demo in less than three months. The consistency and reliability of data in our demos has been a game-changer."
Jen O’Pry
Manager of Commercial Account Management, Clari
Product Management: More Time for Building Product
"We were spending a lot of time building demos and not building our actual product. For every new product feature we shipped, we had to pay a “demo tax” – investing a certain amount of hours to make sure features were going to show up the way we wanted them to in the demo. Now, with Live, our engineering teams can stay focused on shipping product."
Will Patterson
Head of New Product Integration, Clari
Clari’s use of Consensus Live highlights the power and benefits of using real, dynamic data, in your live product to create sales demos. Clari’s shift to using Live not only streamlined their demo processes by reducing dependency on engineering, but also enhanced their sales team confidence and ability to deliver personalized, effective demos. As Clari continues to leverage Live’s features, they will be well-equipped to provide impactful demos that resonate with customers and foster business growth.
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