How Oracle scaled presales by over 20% while slashing operating costs
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The results at a glance
lift in presales operations
Video demos sent
Presales man hours saved (6.2 FTEs)
The Company
Our initial project with Oracle was with their Construction and Engineering Global Business Unit (CE GBU). That GBU’s solutions help to connect project teams, empower decision makers, and synchronize across supply chains with a truly intelligent platform.
The Challenge
Demand for Oracle technology had exploded, and with it, a growing need for presales consultations and demos. And after the CE GBU had launched a new product with a huge marketing budget, there was a surge in leads and demo requests. But they had to accommodate it without additional headcount.
Tod Goulds of Oracle’s CEGBU said, “The cost of doing business needed to go down, and we needed to strip a considerable amount of money from our operating costs.”
The Solution
With Consensus, they transformed the effectiveness of both their sales and Presales teams and were able to meet the surge in demo demand after the product launch.
Using micro-demos prior to a live engagement with Presales helped them accurately disqualify prospects and quickly set more appointments with qualified buyers.
Digitizing demos alone has scaled their Presales operations by over 20% without adding headcount, and has given reps insights into new members of their target buying committees.
