50%
reduction in live intro demos
445
Hours of Demos Viewed
25%
Presales Capacity Gained
reduction in live intro demos
Hours of Demos Viewed
Presales Capacity Gained
Reduction in Unqualified Demos
Faster Sales Cycles
Eliminated Demo Lag Time
G&A Partners’ revenue team hit a breaking point when they noticed deals losing momentum during their busy seasons. Opportunities would stop progressing because buyers could not get product demos in the time they needed them. This was intensified since G&A’s lone sales engineer supported the entire sales team, buyers had to wait up to two weeks to get an intro demo of the solution. This caused frustrations for both buyers and sellers, as buyers waited long stretches to see what they were promised while sellers watched deals slip into the next month or quarter.
Ruben Luna, G&A’s sales engineer also felt frustration at being brought into unqualified demo meetings instead of being able to focus on making an impact on revenue production.
G&A Partners implemented Consensus to remove intro demos from Ruben’s plate through automation and allow him to focus his energy on making an impact on later stage deals. Sales reps began sending demos upon request instead of having to wait for the SE calendar to open up for customers to see the product earlier in their buyer’s journey.
Because of the extreme AE:SE ratio Ruben was supporting, he accessed Consensus before his sales counterparts to create the content and set up the demo library in an intuitive way that would facilitate the demo sharing process. Content creation and setup took approximately six weeks, at which time Consensus reps trained the G&A sales team on best practices for sending demos and engaging buyers throughout the sales cycle.
Helping One SE Support 90 Sales Reps
G&A used Consensus to add more than 25% SE capacity to their revenue team. Automating intro demos removed more than 445 hours of demo time from Ruben’s workload and empowered him to help push deals across the finish line. Demo automation gives G&A customers access to Ruben’s expertise on demand, which reduced the number of required live intro demos by 50% while also eliminating more than 60% of unqualified demos.
More At-bats and Faster Wins
G&A has reduced their sales cycle by 23% using intelligent demo automation. Sending automated demos on demand has eliminated the 1-2 week lag time customers previously experienced, giving them a faster path to viewing a product and a more delightful buying experience they can share with their buying teams. One unexpected benefit G&A sales leaders saw was their reps get more opportunities and keep more opportunities alive because they can be more sensitive to client needs and more responsive to questions and objections.
Roberts and his team also noted that using demos has given directional support to help reps manage pipeline and stay on top of deals, especially during their peak selling periods.
