Case Study: Coupa Software reduces buying cycle time with Consensus

Coupa Software reduces buying cycle time by 29% with Consensus

Coupa Software, a global technology platform for Business Spend Management, faced a challenge in scaling its presales resources to keep up with its high growth. Their team struggled with inconsistent follow-up processes and personalizing materials for individual stakeholders, which extended buying cycles and forced sales reps to repeat demos. They partnered with Consensus to find a solution that could automatically produce self-service, relevant demo experiences at scale.

By implementing Consensus's demo automation platform, Coupa enabled its sales reps to guide prospects through interactive demos. The solution led to the discovery of over 900 new stakeholders and achieved a 31% demo view rate with an average view time of 8 minutes. Most significantly, Consensus helped Coupa reduce its buying cycle time by 29%, providing scale equal to four additional full-time sales engineers and becoming a major factor in closing deals.

Coupa Software