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Welcome!
We're overjoyed to see the wonderful ways you're using Demo Automation in the wild, so to help you all out if you've not adopted some of the great advantages that automating your demos can bring, we've listed a whole bunch here.
If you're not doing some of these, you should be because:
- You already have the tools
- You've not taken advantage of the all massive benefits available - YET!
We've used the fictitious company 'Metacorp' in our examples - imagine your company name there.
As a presales leader the challenges of growing and managing an effective team are ever-present. These challenges are faced not only by most of our attendees at our Demofest conferences but every customer and team we serve every day.
Doing more with fewer people, or helping your existing team get up and running faster and be more efficient can be a headache but here’s our tried and tested methods to help you out.
Reduce ramp impact
The usual ramp time for presales reps is about 6 months. Even if this is reduced to 3 or 4 by excellent training and great hiring practices, this still leaves a considerable amount of time where reps aren’t effective. We can measure the cost of this effectiveness curve as ramp value over time, and Consensus can solve this for Metacorp by allowing presales reps to send demos made by other, more experienced reps, and also for AEs to send demos without needing to call upon presales every time.
A ramping rep may need to be shadowed by another rep, or just not be able to show certain things, and certainly not in the same way an experienced rep can.
Consensus is unique in that demos are designed to scale the power of great presales, not just automate the existing power of each rep. This way we can provide true value to a growing organization and we’ve done so for many years, for hundreds of customers.
Derisk employee churn and exit impact
When employees leave, they take with them experience and knowledge. We know that for large companies with a predictable employee churn level, this impact can be measured, and so having experienced presales reps record their demos helps their colleagues by still being able to use their demos. It helps sales for the same reason, and also de-risks any knowledge gaps left when they leave.
Because Consensus is used to scale presales, not just automate it, we’re uniquely positioned to help Metacorp scale to places previously not possible in a way that is de-risked from employee churn.
Raise everyone's game
Metacorp is growing at an impressive rate, and with that comes the need to ensure standards are maintained. With training being a constant pressure on excellence, recording authentic and effective demos means just a few experts need to do the recording, but the whole company can benefit at any time. Remember, instant demos are good, scaled instant demos are better, and scaled instant demos with deep demolytics on buyer stakeholder needs are perfect.
In a world of constant change, Consensus knows how creating excellent presales consulting at scale is hard, which is why we met this challenge head-on and know how to make Metacorp take the best opportunities and turn them into success.
Global rollout
Metacorp's products span the globe, and while the features may remain fairly similar, the industries, markets, and countries all have their own unique challenges. Not least of which is the plethora of different languages, which is why the Consensus demo player is available in 13 different languages.
With Consensus, you can give your prospects a truly personalized experience by reaching out to them in their native language. Our demo creation platform makes it easy to set the correct language settings, as well as create content in that respective language.
Find out more here: https://support.goconsensus.com/multi-lingual-capabilities-within-consensus
Division rollout
At Consensus, we work with companies that have multiple divisions across many countries. Managing a project of this scale is something we do often, and can help Metacorp align targets with rollout needs, help manage internal stakeholders, and provide training to each group as the project progresses.
We find that usually there are two styles of rollout: the Pilot then Full, or the cookie-cutter approach. Each has its merits, and we’re experienced with both. Whichever Metacorp selects, we can ensure that demos are tuned to the product detail, the buyer's needs, and the division's shape of presales vs sales. Because there are 6 demo types, we can recommend where some would be better suited to a hybrid approach, or some to fully digital.
Either way, we’re flexible enough to cope with your chosen method and bring experience doing so with customers very much like Metacorp: Fast-growing, eager, and successful global enterprises.
Product rollout
Metacorp's products are updated frequently, and so new capabilities must be learned by presales to show them in their best light. This is an ongoing task and one of the first that takes the strain when companies grow quickly. Consensus has found that helping the Product Management team see the value in creating new feature snippets - these can be FAQ demos sent out to prospects easily, quickly, and accurately, highlighting the features and benefits of the updates.
Consensus is unique here in that understanding the demo creation process for Product Management teams needs to be separate from the demo automation tool. Sure, Product Management reps can use Consensus, and many do, but if they’re happier just creating a screen recording using Camtasia or other existing tool then presales can take those videos and upload them to whichever place is needed. This separation means the sales teams get the most authentic demos in the shortest amount of time.