How to Successfully Implement Demo Automation for Fast Results

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Company Information
Company size:
400
Presales team:
5
Account Executive: Solutions Consultant Ratio
8:1
AE:SE Ratio:
8:1

1000

DemoBoards Created in Six Weeks

70

Demos in Library at Launch

2.6x

New ARR on Deals with
DemoBoards in Q3

1.6x

TCV of Deals with DemoBoards

40

Reps Onboarded to Consensus

26%

Demo view Rate Last Three Months

The Challenge

Scaling Presales Across the Entire Buyer's Journey

Firstup needed to scale its presales team to meet the demand for presales across the funnel and achieve revenue goals. Firstup leadership bought into the idea of Buyer Enablement to sell their intelligent employee communications platform. As they transformed their sales team into better buying coaches, they noticed a shift in demand for presales across the funnel. As solutions consultant worked to meet the increased demand for demos, they sought a solution to scale their product experts while maintaining a consistent brand message across all channels.

“We wanted to maximize our SC team's time and scale the impact they make across the entire organization. We had great video content but no efficient way to distribute and track buyer engagement.”
Auto Draft: A woman in a polka dot shirt standing on stage, captivating the audience with her confident presence.
Sonia Fiorenza
SVP Strategy & Enablement
FirstUp
“Our SCs are amazing storytellers. We needed to standardize the way we tell our platform's story across all channels and save our team from repetitive calls that took away from helping buyers in more meaningful ways.”
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Logan O'Neil
Sr. Solutions Consultant
FirstUp

The Solution

Increase SC Capacity with Intelligent Demo Automation

The Firstup team selected Consensus as a means to enrich their customer experience by creating libraries of automated demos. They saw intelligent demo automation as a means to give sales access to SC expertise on demand while removing repetitive or follow-up demos from their calendars. They also saw great potential with Consensus demolytics for tracking stakeholder engagement and discovering additional buyers within their customer base.

“We wanted to focus on making it easier for buyers to buy, and we felt that giving sellers access to video demos at scale was the best way to do it. Our team really bought into the vision and understood that we needed to change the way our buyers buy to close deals faster.”
Auto Draft: A woman in a polka dot shirt standing on stage, captivating the audience with her confident presence.
Sonia Fiorenza
SVP Strategy & Enablement
FirstUp

The Results

Starting the Second Half with a Robust Content Library

Firstup's dedication to their implementation plan paid off with a launch that included more than 70 demos in their company's demo library. Their team of 40 sales reps was better equipped to answer questions, engage stakeholders sooner, and discover additional buyers using the demo library and sending demos on demand. This also cut down on demo lag time by giving buyers instant access to Firstup's product instead of waiting a week or more for a live call with SCs.

“Our content planning has improved drastically because we now the gaps we have. We launched with what we felt were the essential pieces of content and let the buyers tell us what might be missing by analyzing enagement and usage stats.”
An Auto Draft with long hair smiling in a black turtleneck.
Logan O'Neil
Sr. Solutions Consultant
FirstUp
Removed Duplicative Demos from the Presales Calendar

Within sic weeks of launching Consensus, Firstup sales reps created more than 1,000 DemoBoards as apart of their sales outreach. This led to more than 18 hours of asynchronous customer engagement, removing hundreds of demos from their calendars. Instead of intro demos, SCs were able to plan and optimize content. Instead of repeating demos, they were now consulting more and helping buyers share demos with team members and stakeholders. With scale came an increase of confidence in the brand messsaging, knowing that an SC's expertise was being shared in every demo, whether they were on it in person or not.

"Consensus saves our team time in so many ways. Not only are we able to reach more buyers with demos on demand, but we've actually scaled the sales rep onboarding process and accelerated the knowledge transfer process from our SCs to the sales reps. This makes them better qualified to speak to our product on live calls and helps Logan’s team spend more time influencing customers and revenue."
An Auto Draft with long hair smiling in a black turtleneck.
Logan O'Neil
Sr. Solutions Consultant
FirstUp
A Better Buying and Selling Experience

Giving customers a personalized experience helped the Firstup sales team level up as buyer coaches in their new buyer enablement framework. Sonia and her team regularly heard from sales reps that live calls felt more productive and had a focus on specific buyer needs rather than simply introducing the solution.

"Allowing buyers to choose their own adventure has accelerated the trust they have in our reps and our solution. We’re able to see what they are interested in and use that knowledge to tailor conversations to satisfy their needs. We’re more prepared when we get to those live discussions.”
Auto Draft: A woman in a polka dot shirt standing on stage, captivating the audience with her confident presence.
Sonia Fiorenza
SVP Strategy & Enablement
FirstUp
"Because our team focused so much on how the Consensus experience would translate to the buyer, we knew how to create demos that focus on the pains they want to solve. Our storytelling abilities have improved and made our team much more buyer centric in our approach.”
An Auto Draft with long hair smiling in a black turtleneck.
Logan O'Neil
Sr. Solutions Consultant
FirstUp
Closing Bigger Deals

Though early in their implementation, Firstup has seen their deal sizes grow when Consensus is used. In fact, in the months since their implementation, Sonia and Logan noted 2.6X increase in net new ARR in their Q3 deals that used automated demos versus those that did not. They have also seen 1.6X increase in total contract value on deals where reps share Consensus demos compared to deals where no demos were used. This increased ability to close bigger deals helped them close the deal that pushed their company over the $100M ARR milestone as they continue to push to new heights.

"We’re seeing deals expand. Because reps know what to focus on and where they can add value we can more plainly see opportunities to add services or products to opportunities, which has helped us achieve some exciting milestones that are helping us build momentum.”
An Auto Draft with long hair smiling in a black turtleneck.
Logan O'Neil
Sr. Solutions Consultant
FirstUp

Key Takeaways

  • Companies who use Consensus close bigger deals
  • Scaling presales with automated demos streamlines the buying process by making both the buying and selling experience better
  • Collaboration and content are a winning formula for implementing demo automation
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