The sales team at Celonis wouldn’t demo the product in the intro calls. The product complexity often led introductory meetings to become focused on qualification and delivering PowerPoint presentations. The intro calls were perceived as a success if a follow-up session with a value engineer (VE) was scheduled. However, this setup resulted in VEs getting involved in early calls with leads that hadn't been properly qualified.
To address the issue, Celonis sought a solution that would reduce the need for VEs on every call and enable AEs to independently run their own demos and discovery sessions. The goal was to empower all Celonauts, from BDRs to AEs, to consistently deliver flawless demos at scale.
Celonis turned to Demoboost to overcome the challenge of running demos without relying on VEs and to ensure everyone was always ready to demo. A comprehensive library of scripted demos was created, tailored to specific personas and use cases. The Celonis team also included detailed speaker notes to guide sales representatives during calls. This allowed the sales team to showcase Celonis in the best way possible while remaining true to the script. Additionally, they could customise demos at scale by quickly adjusting data and content in minutes. Those demos were then shared as follow-up material after the call.
AEs at Celonis conducted introductory calls using Demoboost without the support from VEs. The built-in scripts enabled them to run flawless demos and gave them the confidence to present the product in the first call.
Additionally, it was easy to track and analyse each demo including who presented what to whom.
I love the tool and wouldn't change a thing. I was a little transparently resistant at first because I'm a control freak. But it's really easy to let go of that control and just start reading and not having to think.
Celonis is a highly complex product, and the main goal of the first call was to secure a second meeting with the Value Engineer. With Demoboost, AEs were able to provide just the right amount of information to spark excitement and help prospects grasp the basics of the product, which can be difficult to explain.
Demoboost is really seamless and easy to use, with plenty of customisation options. Our manager encouraged us to use it as a way to give prospects and customers a small taste of what we do, without needing a full demo. I’ve used Demoboost with three prospects so far, and I got all of them to move to the next step. So, I’d say it’s worked out pretty well.
The biggest advantage of Demoboost, especially on busy days, is that it saves a lot of preparation time. For instance, when I have multiple customer calls, I wouldn't have time to practise every demo or feel fully prepared for each one. Demoboost not only boosts my confidence in these situations but also significantly cuts down the time I’d usually spend preparing for the demo.