Eliminating Overview Demos and Solving the Presales Bottleneck
As Unanet saw its revenue grow from $20M to $100M, they realized they needed to solve their presales bottleneck in order to sustain their growth goals. Unanet customers had difficulty getting time on the presales calendar, waiting up to two weeks to get a demo. Unanet felt they could provide a better buying experience.
Their sales engineering team was often unavailable for discovery and other meaningful live interactions because each SE was conducting roughly 15 overview demos (45 hours) per week, often with prospects who were not properly qualified or were totally unqualified for a live demo. In fact, nearly 70% of their team s overview demos were unqualified. This backlog of unqualified demos added time to the sales cycle as buyers waited to see their product before having deeper discussions.
Because of the complexity of their enterprise resource planning (ERP) software the ramp time for new sales engineers was between one and three years, making it impossible to alleviate the bottleneck through hiring.