How Oracle scaled presales by over 20% while slashing operating costs

20%

lift in presales operations

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Organically map buying groups

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Disqualify buyers faster

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.

“We scaled presales by over 20% without adding headcount.”
Tod Goulds | Oracle’s CEGBU

See More

How Coupa got in front of prospects at a scale equal to having 4 additional full time SCs.
How Trintech reduced unqualified demos by 89% with Consensus
How AdvancedMD increased their lead-to-close rate by 44%