Company Size23,000 |
Presales Team30 Solutions Consultants |
AE:SC Ratio21:1 |
Avg. Sales Cycle:60-90 days |
Implementation Timeline:1 Week |
30%Increase in Presales Team Capacity |
$30MRevenue Influenced by Demo Automation |
18%Reduction in Average Sales Cycle |
189SC Hours Saved in One Quarter |
499Stakeholders Discovered in One Month |
1,440Demo 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.
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.
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.