Case Study: Blackbaud accelerates sales cycles and scales presales with Consensus

Blackbaud cuts sales cycle time by 78% with Consensus

Blackbaud, a company with approximately 3,500 employees, faced the challenge of scaling its presales impact to support double-digit growth goals. With a high 7:1 ratio of account executives to solutions consultants and a surge in demand for live demos, their team was strained. They needed to adapt to a digital-first sales approach without increasing headcount or altering their go-to-market strategy, all while revenue targets remained unchanged.

The vendor Consensus provided its intelligent demo automation solution. By automating early-stage and down-market demos, Blackbaud empowered its sales team to create their own content, freeing up presales resources. The results were significant: a 78% reduction in sales cycle time for down-market deals, a 150% increase in unit sales, and the ability to close 26% of deals without any live presales involvement. Consensus helped Blackbaud remove two weeks from its sales cycle and achieve double-digit year-over-year growth in bookings.

Blackbaud