AMERICAN FORK, UT — (Marketwired) — 12/09/15 — Consensus, the leading provider of intelligent B2B buying consensus software, today announced that Don Cash and David Bradford have been named to the company’s Board of Advisors.
“We are thrilled that both Don and David are joining our board. As leaders in the sales and high tech industries, and as successful entrepreneurs, Don and David understand the importance of driving buying consensus with regard to enterprise sales,” said Consensus’s CEO and Founder Garin Hess. “Their experience and leadership will help Consensus scale and grow as more and more organizations worldwide embrace our software as an accelerator of B2B sales.
“The collaborative decision-making process has become embedded in enterprise buying scenarios. These buying groups have disrupted the idea of selling to a single decision-maker. Now multiple stakeholders have to reach agreement before making a major purchase, stretching out the sales cycle and driving close rates down,” said Cash. “Consensus addresses the need for salespeople to facilitate the group buying process for high-quality deals in a way that automatically personalizes the information they share with each decision maker.”
Cash is currently VP of Worldwide Inside Sales at BMC Software. He added, “At BMC, we’ve seen our sales cycles drop significantly by using Consensus.”
Don brings a wealth of experience as an inside sales executive from working at Adobe and Omniture. It was at Omniture where Cash helped grow the company’s annual recurring revenues from $6 million to $100 million.
“On average, more than five different people, who have divergent backgrounds and perspectives, are involved in B2B buying committees. Consensus’s intelligent demo automation platform builds buy-in among these diverse groups like nothing else can; I’m honored to take on this opportunity,” said Bradford.
Bradford has been a CEO and corporate leader for several successful tech companies in Utah including Novell, Fusion-io and HireVue. He currently serves as Chairman of the Board of FluentWorlds, a leading education tech company.
The appointment of Cash and Bradford rounds out a very productive year for Consensus. In April, the company closed $2.8 million in seed funding and has won a series of awards including being named to Red Herring’s list of Top 100 North America Tech Startups, being recognized as one of 10 “Startups to Watch” by BusinessQ Magazine and as a “Top 25 Under 5” company by the Utah Valley Entrepreneur Forum.
Consensus solves the problem of group buying dysfunction by using breakthrough interactive video technology to turn repetitive introductory live sales demos into intelligent automated demos that reveal who the stakeholders are and what’s important to them. A brief intro video gives each buyer in the group an overview of a product’s value proposition. Buyers then rate the relative importance of each value proposition or topic according to their unique interests. The Consensus platform then dynamically stitches together video segments and documents based on their unique interests and plays the demo in a personalized sequence and level of detail tailored to each buyer’s interests. The Demolytics™ dashboard gathers and tracks viewer preferences and engagement, notifying the selling account executive to each new demo interaction so they engage those prospects in a timely way.
Consensus is Software as a Service (SaaS) that accelerates B2B sales by driving consensus among stakeholders in the prospect’s buying group. By automating custom product demos, clients have cut their sales cycles by 68% and jumped close rates 44%. Our interactive demo platform personalizes video and documents so each prospect automatically learns about a solution in the most relevant way. Our Demolytics™ dashboard helps customers discover and engage the entire buying group by gathering analytics and tracking what they watched, what’s important to them, and who they shared it with. This drives consensus and gets to fast, confident purchase decisions.