Consensus has put together a great article on how to scale a Solutions Consulting organisation. Much of this has been based on primary research from their ‘Sales Engineer Compensation & Workload Survey, 2020’ in which my organisation participated.
Their eight steps are as follows:
- Define the gap
- Better qualification
- Categorising demos to align with the buying process
- Equipping sales to demo
- leveraging interactive demo automation
- Using video for multilingual market coverage
- Conducting webinars for mass live-demos
- What KPIs show if you are making scaling progress
The metric in their study that resonated the most with me was the gap between discovery call (and the point at which a prospect is ready to view a demo) and the demo actually taking place. The results were very telling – although the median was 5 working days, more than 20% of respondents said their prospects had to wait at least 2 weeks for a demo.
I recommend reading the full article on Consensus’s website below.
