Celonis recognized a critical issue within their sales operations, where under-qualified leads were entering their sales channels, leading to a substantial misallocation of resources. This situation resulted in SEs (Sales Engineers) having to engage in live demos with prospects who were not genuinely interested or relevant to their product or service. This, in essence, translated to a significant waste of valuable pre-sales time. The company understood the urgent need to enhance the quality of their sales pipeline in order to prevent such inefficiencies. Given the scale of their business, it became increasingly apparent that they could no longer afford to individually educate every prospect in a face-to-face manner, particularly when dealing with a multitude of fresh and uneducated buyers who often asked the same repetitive questions. The imperative for Celonis was to streamline their sales processes, ensuring that their sales engineers could focus on genuinely interested and qualified prospects, thus optimizing their use of time and resources.
As a result of their efforts, Celonis has implemented a highly effective strategy to ensure that every SQL (Sales Qualified Lead) reaching a Sales Engineer (SE) has undergone at least one touchpoint with an on-demand demo, thereby arriving well-prepared for a more profound exploration of the company's offerings. Collaborating closely with Demoboost, Celonis meticulously designed their demo gallery, meticulously mapping out the exact demos that would be created. In total, the team settled on a structured set of 12 demos. This well-organized demo gallery now serves as an indispensable resource for the Business Development team, who utilize it for follow-ups with potential clients. Before prospects engage with the sales or presales teams, they are encouraged to familiarize themselves with the solution through these self-service demos, providing them with a preview of Celonis' remarkable EMS technology. This shift to a self-service approach not only has saved significant SE time but also equips Celonis's sales agents with high-quality self-service demos that can be shared at various touchpoints in their interactions with potential clients. This outcome reflects a significant enhancement in efficiency and the ability to deliver a more informed and engaging experience to prospective customers.
With an impressive average of 4,300 prospects engaging with the demos every month, it's clear that this approach has not only streamlined Celonis' sales process but has also resonated exceptionally well with potential customers. The demo gallery has become a favourite among prospects, contributing to what is considered the best possible buying experience. On average, these engaged prospects spend approximately 9 minutes exploring the demos, and their satisfaction is evident, with an impressive average rating of 4.4 out of 5. This outstanding feedback and active engagement highlight the effectiveness of Celonis' strategy, demonstrating how their commitment to providing a valuable and informative pre-sales experience has greatly enriched their customer interactions and overall success.