THE RESULTS AT A GLANCE
30%more time to hit the same quota |
$5Min net new qualified pipeline |
THE COMPANY
Autodesk makes software for people who make things. If you’ve ever driven a high-performance car, admired a towering skyscraper, used a smartphone, or watched a great film, chances are you’ve experienced what millions of Autodesk customers are doing with their software.
THE CHALLENGE
Time was the biggest challenge for their technical sales team. Reps were overburdened by repetitive and wasteful activities. They struggled to align their customers to the right reps at the right time. Simultaneously, they didn’t have a great structure in place to manage or enable channel partners.
While they were able to maintain a manageable AE:SE ratio of 4:1, they struggled to balance activities between standard demos that clogged the presales calendar and configured demos that were meant to be consultative meetings that benefit both the customer and the seller. This coupled with the number of underqualified or totally unqualified demos sales engineers were brought into was a source of frustration across the organization.
With Consensus, they’ve freed up an additional 30% of work time to hit the same quota by digitizing repetitive solution demos with localization across multiple languages. In just one quarter, at the start of COVID, they created $5 million in net new qualified pipeline, attributed to Consensus.
With scale and high adoption, especially as they’ve moved downmarket, Autodesk has seen a growing number of deals close without any Presales involvement at all, which never happened before.
A better digital experience, and additional low-friction revenue generated, has been a force multiplier for the entire sales team, not just presales.
“We wanted to have the right content so sales reps would feel comfortable using this tool on Day One. By the time we announced this to our sales team, we had testimonials from top sales reps on why they liked the tool and how it was helping them hit their quotas.”
Neal Niemiec
Sr Solutions Engineering Manager | Autodesk
