Breaking the Repeat-Demo Cycle: How Opus 2 Unlocked 2x SC Capacity

THE RESULTS AT A GLANCE

 

THE CHALLENGE

 

Managing complex buying dynamics and meeting high-growth goals

Opus 2 operates in a high-stakes legal market with sprawling buying committees—with paralegals, litigation support leaders, CIOs, and law firm partners all weighing in. But with a sales motion anchored in live demos, syncing schedules with busy cross-departmental law firm stakeholders often proved impossible. To gain buy-in and move these deals forward, the team had to coordinate and deliver repeated demos.

As deals advanced, new stakeholders regularly entered the conversation, each needing the same foundational walkthroughs. With three highly specialized Solution Consultants supporting a global sales org, those requests had to be carefully prioritized. Deal timelines weren’t slowing due to lack of demand—they were extending because the experts needed to move them forward simply weren’t available on demand.

"We needed a way to maintain sales momentum while helping clients ensure alignment and win buy-in from key stakeholders throughout the firm. Our expert solutions consultants are pivotal to our sales process, so we knew that maximizing their impact and expanding their capacity would drive faster deals."

Beau Wysong

Chief Marketing Officer | Opus 2

 

THE SOLUTION

Force Multiplication Through Automation

Seeking to increase sales velocity, meet high demand, and scale demo delivery, Opus 2 implemented Consensus. The initial rollout was targeted at a small group of enterprise reps and the impact was immediate. By transforming their standard demos into interactive, shareable product experiences, Opus 2 enabled buyers to consume technical content at their own pace and share it internally with additional stakeholders.

This "force multiplier" effect allowed the SC team to redirect time previously spent on repeating introductory demos and focus their expertise on high-value, strategic interactions. The success led to a rapid global expansion across North American and International Sales, Solution Consulting, and Client Success teams.

 

“As a market leader ourselves, we tend to only work with market leaders in their respective spaces. That’s why we chose Consensus.”

Beau Wysong

Chief Marketing Officer | Opus 2

THE RESULTS

Consensus has optimized the go-to-market motion at Opus 2, turning demo automation into a core pillar of their tech stack.

• Doubled SC Productivity: By automating repeatable demos, Opus 2 effectively doubled the capacity of their Solution Consulting team. Instead of adding 3–4 more demo-focused hires to drive growth, the existing team used Consensus to cover more ground, allowing them to focus on higher-level strategic initiatives.
• Deep Buyer Committee Insights: In the complex world of Big Law, identifying the full buying committee is often a challenge. Through the Consensus analytics dashboard, Opus 2 discovered over 400 new buyer committee members simply because existing champions shared the demo boards internally.
• Enhanced Sales Engagement: The sales team now starts every weekly meeting by reviewing Consensus analytics. With a view rate of over 40%, the team has clear visibility into buyer intent—knowing exactly how much time a prospect spent in a video and what features they care about most. This allows for more personalized, data-driven follow-ups.

• Accelerating Expansion and Retention: Beyond the initial sale, the Client Success team uses Consensus to drive adoption. By creating repeatable training processes and DemoBoards for adjacent stakeholders, they ensure new users are onboarded effectively, protecting renewals and identifying upsell opportunities within existing law firm accounts.  

"The force multiplier is that we've not had to scale Solution Consulting at all because Consensus did that for us. What would have been a multi-demo sales process can now be done in one demo and shared around an organization."

Beau Wysong

Chief Marketing Officer | Opus 2

KEY TAKEAWAYS

• Scale Without Headcount: Consensus demo automation allows small expert teams to support large global sales organizations by eliminating repetitive tasks.
• Uncover Hidden Buyers: Shared interactive content acts as an always-on resource for the buying committee, identifying stakeholders who might otherwise remain invisible to the sales team.
• Data-Driven Sales Coaching: Using demo analytics as the foundation for sales meetings ensures teams are focusing their energy on the most engaged prospects.
• Full-Funnel Utility: Moving beyond sales, demo automation provides value in Client Success and Marketing by standardizing product education and lowering the barrier for prospects to see the product.