Case Study: Stibo Systems reduces demo lag time and accelerates sales with Consensus

Stibo Systems cuts demo lag time by 14 days with Consensus

Stibo Systems, a company with a 700+ person team, was facing significant bottlenecks in its buyer's journey due to a high demand for repetitive introductory demos. Their presales engineers were spending up to 20 hours a week on these unqualified demos, causing a 10-14 day lag in fulfillment and contributing to a year-long sales cycle. This workload led to presales burnout and a poor experience for potential customers. To address this, Stibo Systems partnered with vendor Consensus to implement its intelligent demo automation solution.

The solution from Consensus involved creating a library of automated demos that sales reps could send on-demand. This reduced unqualified intro demos by 50%, saving each presales engineer 10-15 hours per week and cutting the demo delivery lag time from two weeks to nearly instantaneous. The measurable results for Stibo Systems included a 76% reduction in buying cycle length, an 80% win rate on demo-qualified leads, and a single deal that closed for an additional $150,000 in annual recurring revenue.

Stibo Systems