Case Study: Follett Software boosts lead quality and demo engagement with Consensus

Follett Software boosts demo-to-MQL conversion 26% with Consensus

Follett Software faced challenges with its traditional demo request process, which created friction for prospects and generated low-quality marketing qualified leads (MQLs). The company needed a solution to provide instant, personalized product education and improve the lead qualification process. They implemented demo automation from Consensus to address these issues.

By integrating Consensus, Follett Software offered on-demand video demos across its website and within its product via Pendo. This solution delivered highly qualified buyers, with one demo achieving a 44% conversion rate and prospects watching an average of 18 minutes of content before a sales call. The vendor, Consensus, helped drive a 400% increase in demo views for a new feature and significantly improved the efficiency of the marketing-to-sales pipeline.

Follett Software