Case Study: BlackLine Boosts Presales Efficiency and Win Rates with Consensus Demo Automation

BlackLine boosts win rates 54% with Consensus automated demos

BlackLine, a company with approximately 2,000 employees, faced a challenge where its Solutions Consulting team was overburdened with unqualified and repetitive live demos. This prevented its experts from focusing on high-value opportunities, with 57% of demos failing to advance deals. To address this, they turned to the vendor Consensus and its demo automation platform to better filter prospects and shield their team from dead-end engagements.

By implementing Consensus's automated demos, BlackLine empowered its sales team to deliver personalized experiences at scale. The solution resulted in a 32% reduction in unqualified demos and a 29% decrease in live calls. Most significantly, the use of Consensus led to a 54% increase in win rates when demos were shared and helped uncover 1,200 additional stakeholders, allowing the presales team to focus on consulting and closing more deals.

BlackLine