THE RESULTS AT A GLANCE
2xSales Satisfaction |
1000+Company Size |
Salesloft, the first and only AI-powered Revenue Orchestration Platform for the entire buyer journey, wanted a better way to effectively showcase and scale their product demos. Maintaining high-quality demo environments with real data for their diverse customer base was a challenge.
This case study delves into how Salesloft tackled these issues by adopting Consensus Live, a revolutionary platform that transformed their demo processes.
THE CHALLENGE
Desire for Improved Demo Quality and Data Maintenance
Ryan Splain, Principal Demo Solutions Engineer at Salesloft, felt the challenges directly in his day-to-day role and was compelled to find a better way to solve their demo environment challenges.
With a single demo environment that supported over 300 sales team members and thousands of demos per month, maintaining cleanliness and ensuring high-quality data for effective demonstrations proved daunting.
Key challenges included high-quality data presentation, unsustainable manual maintenance of demo environments, and incomplete efforts from the API and engineering teams.
💡Action-Tip: Create Transparency and Focus on Demo Experience For Everyone
Ryan emphasized the importance of solving the challenge was to be open with his sales partners about the current state of the demo experience and opening up to the possibilities of a better way. Consensus Live ultimately enables every sales rep to give a great demo, highlighting the value of showcasing a high-quality product experience without manual data preparation overhead.
"We were struggling to effectively showcase our product with high-quality data in our demo org. We had attempted to maintain the environment manually, even with an API and developer team on the engineering side. And neither of those options were sustainable long term, and so we needed a different solution."
Ryan Splain
Principal Demo Solutions Engineer, Salesloft
“The main selling point of Consensus Live was that it’s live. Live data, live demo in a real environment. We excluded vendors that used screenshots, duplicating screenshots, smoke and mirrors, click-throughs. It needed to be real live product.”
Ryan Splain
Principal Demo Solutions Engineer, Salesloft
Implementation Process: Prioritizing and Streamlining with Saleo
THE RESULTS
Integrating Live into Salesloft's Demo Process
Live’s adoption at Salesloft was rapid, with the platform becoming an integral part of the demo process. The adoption strategy included live sessions, Q&A sessions, informational decks, best practices, and a dedicated Slack channel for continuous support. Measurable results showcased increased demo organization satisfaction and significant reduction in time spent maintaining or building demos.Impact: Transforming Roles and Processes at Salesloft
The implementation of Live led to a significant shift in Ryan Splain’s role, transitioning from a Sales Engineer to a Sales Engineering Program Manager. He was able to elevate his role from being a tactical demo engineer to becoming a strategic partner in the sales process with the transformation of the demo experience. By having Live to level-up the demo environment, Sales engineers were now able to go beyond mere demo presenters to becoming strategic players on the account team that are involved in technical discovery, risk assessment, and collaboration with consulting and implementation teams.
Future Considerations: Exploring New Features and Enhancements
Salesloft continues to explore new features, aiming to continuously enhance the demo experience and explore additional functionalities that Consensus offers.
Conclusion: Consensus’s Impact on Salesloft’s Demo Processes
Consensus has transformed Salesloft’s demo processes, addressing challenges in maintaining high-quality demo environments. It not only streamlined the demo process but also reshaped the roles of sales engineers within the organization. The measurable improvements underscore Live’s tangible impact on Salesloft’s sales processes, positioning it as a crucial element in delivering exceptional sales experiences.
Ready to see how Consensus can help your organization?
