Wrike case study
Time Kills All Deals. Demo Automation Keeps Them Alive.
Company Size
900
Presales Team
50
AE:SC Ratio
8:3
Consensus Implementation:
Six Days
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The results at a glance
of Top Users Achieved President’s Club
Stakeholder Discovery Rate
FTE Hours Saved through Automation
Scale Added to Presales Team
Reduction in Live Demos
Buyer Stakeholders Discovered
Demoboards Sent
The Challenge
Deals stalling due to demo lag time and repetitive calls
Wrike’s revenue team wanted to solve the problem of deals losing momentum. Their sales and presales reps were continually pushing but found that they were often repeating meetings and left waiting for buyers to align their teams. Buyers waited up to two weeks for an overview demo and even longer for follow up conversations where presales resources were involved. Internally, Wrike’s solutions consultants estimated that half of their meetings and product demonstrations were retread conversations they already had, which added frustration to both buyers and sellers as they sought to solve workforce management issues felt at the Enterprise level.
Ty Steciw, North America Solutions Consulting Team Lead, wanted a tool that mirrored their holistic approach to managing tasks and projects to scale demos across the entire revenue organization, integrate with key sales tools, and be as easy to adopt as their own solution is.
The Solution
Demos and Discovery on Demand
Ty and his team implemented Consensus to scale their presales team across the buyer’s journey and automate demonstrations for smaller spend to alleviate pressures on the SC calendar. They created authentic product vignettes that showcased key product functionality, explained integrations, and answered commonly asked questions buyers needed answered as they make purchasing decisions. They were fully implemented and sharing content within six days of having initial onboarding meetings with the Consensus team.
The Results
A Better Buying Experience
Wrike’s buyers enjoyed a better experience working with their team by getting access to product content sooner and more often in the buying process. Wrike shortened the buyer’s journey by enabling their sales reps to share intro demos, overview content, and FAQs on demand rather than making buyers wait as long as two weeks for a live demonstration. Using automated video demos they cloned their best SCs and product experts to deliver consistent, authentic, and enthusiastic demos that gave buyers a good experience with their brand. This helped them build trust faster, earn the right to sell, and keep buyers engaged throughout the sales cycle.
Increased Presales Capacity and Impact
Consensus has become a force multiplier for Wrike’s solutions consulting team. Sales reps now send automated demos created by SCs instead of engaging presales resources for potentially unqualified calls. This has saved Wrike more than 2,100 hours of FTE time that would have been spent doing repetitive demos of standard functionality throughout the sales cycle. In total, Wrike has added 15% more capacity to their solutions consulting team while reducing their live calls by 35%. The elimination of unqualified and repetitive demos has enabled Wrike to get more out of each SC by giving them opportunities to focus on consulting in live meetings. Using Consensus demolytics, SCs come to live calls prepared to talk about relevant topics their buyers have identified as important and confidently make recommendations that accelerate sales.
Improved Pipeline Forecasting and Sales Rep Performance
Consensus demolytics changed the way Wrike sales and presales leaders evaluated pipeline. Demo engagement became a standard of how deals were forecasted and a regular part of deal reviews with sales reps. Both sales leaders and sales reps rely on buyer intent data in Consensus to understand who is involved in a deal, how serious they are about buying, and what features will be key to closing the deal. Since implementing Consensus, Wrike has discovered more than 1,500 new buying stakeholders. This has been a game-changer for accelerating deals because sales can proactively engage newcomers to each deal and ask specific follow up questions that maintain deal momentum and help them close faster. This gives Wrike’s sales team more opportunities to close throughout the year and has helped them improve performance, exceed quota, and maximize earning potential.
