30%
Increase in Presales Team Capacity
$30M
Revenue Influenced by Demo Automation
18%
Reduction in Average Sales Cycle
Increase in Presales Team Capacity
Revenue Influenced by Demo Automation
Reduction in Average Sales Cycle
SC Hours Saved in One Quarter
Stakeholders Discovered in One Month
Demo Views Per Month
Paycor has seen an average growth rate of 20% over the last five years. In order to keep up with the demand for sales reps without adding cost centers to their sales process, they stretched their ratio of Account Executives (AE) to Solutions Consultants (SC) nearly beyond the capacity of the presales team. John Redding, Senior Director of Sales and Presales Support, saw the need to scale the presales function, particularly where demos were concerned in order to alleviate the stresses of demo requests and allow SCs to better manage their workload without adding headcount.
John and his team discovered Consensus after attending DEMOFEST, the all-presales virtual event the Consensus team puts on each year. In multiple sessions, presales and sales leaders talked about how they scaled their teams and reduced sales cycles using demo automation so John decided to investigate.
John’s team launched an internal pilot of Consensus to assess how their content would look in automated demos and to get leadership on board.
Paycor’s sales reps shortened the average sales cycle by 18% by removing demo lag time and repetitive demos their team would normally present. They initially gave their top sales reps access to Consensus first as a reward for their achievements. After one month, they added the rest of the team to their demo automation strategy and shared best practices learned by the top performing AEs.
Buyers loved that they could share demos internally and work asynchronously to bring other stakeholders to the table without getting on another live call. Paycor tracked these shares in Consensus and found that in a single month their sales team discovered 499 stakeholders they did not know were involved in deals. Their AEs used these analytics and other insights gained in Consensus to focus on their buyer’s priorities and guide them through the purchase process faster. To date, the value of deals closed where a Consensus demo was viewed have exceeded $30M.
Paycor increased presales capacity by 30% or 9 FTEs without adding headcount according to Redding, based upon the volume of demos consumed by buyers asynchronously. Meanwhile, Solutions Consultants shifted their time from repetitive intro demos to strategic consulting on higher impact deals.
The Paycor team took scaling their people one step further by having their executive team create demos to introduce themselves, explain the value their teams add, and address what they know to be the biggest concerns their customers share. This has been a boon to the sales team for building rapport and developing relationships with stakeholders.
