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Long, complex sales cycles due to prospects not understanding the software capabilities beforehand.
Selling a massive ERP system to factories is hard. Prospects couldn't visualize how it worked, leading to endless rounds of demo calls, questions, and stalled negotiations. The sales cycle was taking over 9 months.
We built a robust 'Capabilities Tour' section with interactive, self-serve product demos.
We built a sandbox environment on their website. Prospects could click through a simulated version of the software, experiencing the core features without needing to talk to a human.
Alongside the interactive demo, we provided clear, layman explanations of what each feature did and why it mattered to factory output.
We shifted the burden of education from the sales team to the website. By the time prospects booked a call, they already understood the software and knew they wanted it. This self-education cut the sales cycle in half, allowing the company to close twice as many deals in the same timeframe.
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