How Access used digital demos to help scale Presales while growing company revenue by over 20X
SHARE
The results at a glance
day rollout
stakeholders discovered in just 7 days
demo view rate
The Company
Access is the leading provider of business management software and solutions to mid-sized UK and Asia Pacific organisations. They help more than 47,000 customers across commercial and not-for-profit sectors become more productive and efficient
The Challenge
In just under 8 years, Access revenues surged by over 20X. Customer demand for product education and technical reviews created a demo bottleneck that Sales and Presales had a hard time trying to fix.
They couldn’t add people fast enough, and they didn’t want to sacrifice customers’ access to Presales resources, even for smaller deals (there was a lot of growth potential for them downmarket).
The Solution
While they evaluated content delivery solutions, they ultimately selected Consensus because of the digital demo experience and stakeholder analytics (Demolytics), which they couldn’t find in other platforms.
In just 2 ½ days, they rolled Consensus out to 21 Presales reps and 250 AEs with a process for creating content that spanned high priority and low priority requests completed by Presales within established SLAs.
In just 7 days of launch, they had uncovered 371 net new stakeholders inside of existing deals and had a 37% demo view rate from customer recipients who had engaged with their demos a total of 19.8 hours.
