THE RESULTS AT A GLANCE
2X - 3XIncrease in win rates when Consensus is used |
2 FTEEquivalent of Solution Engineering time saved through demo automation
|
10 MinutesTime required to go from a rough cut video to final version with Consensus AI Video |
40%+Time to complete a rebrand of 34 demo videos using Consensus AI Video |
THE CHALLENGE
Scaling SE Coverage Without Scaling Headcount
Ideagen operates in one of enterprise software's most demanding sales environments. As a market leader in Governance, Risk, and Compliance (GRC), their deals routinely involve multiple departments, each requiring its own education before a purchase decision can move forward. Those teams don't always talk to each other, but they all have to say yes.
With a global sales org and a finite team of Solution Engineers, Ideagen's presales resources were constantly overextended. A significant portion of SE time was going to early-stage buyers seeking general overviews—buyers who weren't yet in a real purchasing process. Every hour spent there was an hour unavailable for deals that were actually ready to close.
""We needed to reduce the burden on presales. We had finite SE resources and too much time going to people who weren't yet in a real buying process.""
Ian Merry
VP of Global Solutions Engineering | Ideagen
THE SOLUTION
A targeted, data-driven rollout with immediate value
Ideagen evaluated a number of software vendors.
What set Consensus apart from the competition was the ability to see inside the buying group: tracking who watched, what they engaged with, and when, across every department involved in the decision. In a GRC sales environment where five departments might all need to say yes, that visibility into the full buying group wasn't a nice-to-have; it was the differentiator.
Ideagen launched with a focused cohort of teams in specific verticals, including audit and risk teams in the EMA region. The strategy was precision over breadth: prove the model where conditions were right, generate undeniable results, and expand from there.
The approach paid off quickly. An early deal closed without a Solution Engineer ever being involved—a new logo, won entirely through Consensus-enabled buyer education. That outcome reframed what the team thought was possible.
Ian's strongest recommendation for any new Consensus customer: get the CRM integration running immediately. Once Consensus data was flowing into Ideagen’s Salesforce dashboards, the investment had a visible business case that could be shown to skeptics across the organization. Deal-level attribution made the ROI undeniable.
“Hooking Consensus into Salesforce was the key to convincing our wider buying group that this investment had legs.”
Ian Merry
VP of Global Solutions Engineering | Ideagen
THE RESULTS
Win Rates More Than Doubled
"It doesn't matter which product or deal size you look at. When Consensus is involved, we win more. The data is consistent."
Ian Merry
VP of Global Solutions Engineering | Ideagen
Significant SE Time Recovered
Based on Consensus demos with more than five minutes of view time that eliminated the need for a live SE, Ideagen found the time savings to be the equivalent of two full-time employees. This enabled the company to do more with existing resources rather than resorting to aggressive hiring.
Rebranding in Two weeks with AI Video Content
The AI video capabilities within Consensus—powered by Trupeer—proved transformative during Ideagen's rebranding sprint. What could have taken months of traditional video production was completed in two weeks: 34 videos updated, market-ready, from rough seller cuts to polished content in as little as 10 minutes per video.
The team has also begun testing localized accents—including an Australian accent variant for the APAC region—with plans to surface location-specific content for different web audiences.
Ian also sees buyer intent as the platform's most valuable capability. Tracking who watches a video immediately versus who waits a day reveals meaningful signals about deal temperature—intelligence that can reshape how presales teams prioritize their time.
"Consensus moved me from being a presales leader to a revenue leader. It shows me what my buyers are thinking—and that changes everything."
Ian Merry
VP of Global Solutions Engineering | Ideagen
KEY TAKEAWAYS
- Consistent Consensus usage has an outsized revenue multiplier effect.
- AI video dramatically compresses content creation timelines during high-volume updates.
- Buyer intent data is where the real strategic value lives.
- Start with a focused sales cohort in receptive verticals before scaling broadly.
- Prioritize CRM integration first—it's the foundation of internal ROI proof.
