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How Darwinbox, a Leading HCM Provider, Shortened the Sales Cycle With Interactive Demos

How Darwinbox, a Leading HCM Provider, Shortened the Sales Cycle With Interactive Demos
Darwinbox Walnut case study

BEFORE WALNUT:

‘We were stuck in a loop of long sales cycles and generic product tours’

Darwinbox was grappling with a classic challenge. Their sales cycles were dragging on, often hitting a roadblock at the product tour stage. The HR tech market is crowded, and they were struggling when it came to generating inbound leads.

Raviteja Sane, a Senior Product Management Specialist at Darwinbox, and the rest of the team were frustrated because product tours were taking three to four weeks to create, so they didn’t have time to personalize them. The team tried to make do with what they had, relying on slide decks and standard product screens during initial conversations. However, this didn’t give prospects a real feel for the product’s value early on. 

“We knew we were losing potential customers because they couldn’t grasp what made our product special. It was like trying to sell a car without letting anyone take it for a test drive.”

AFTER WALNUT:

‘We went from weeks of prep to creating custom demos on the fly’

Darwinbox’s search for a solution led them to Walnut, and the change was dramatic. 

The platform’s user-friendly interface and browser extension allowed them to start creating interactive demos almost immediately.

“Suddenly, we could spin up a custom demo in no time. With just one template, we could tailor presentations for different prospects. It was a complete game-changer for our sales process.”

BUT WAIT, THERE’S MORE:

‘Our website became a lead-generating powerhouse’

The impact of Walnut went beyond just speeding up demo creation. Darwinbox saw a significant uptick in their website’s performance.

“The numbers spoke for themselves. About 40% of visitors who interacted with our Walnut demos ended up scheduling an actual product demo. We boosted our inbound MQLs by 35-40% compared to the previous year. It was like we’d unclogged a pipeline we didn’t even know was blocked.”

HERE’S THE FULL STORY:

‘We needed to show, not tell. And do it quickly’

Darwinbox‘s journey with Walnut began out of necessity. They’d tried other demo creation tools, but nothing quite fit the bill.

“We looked at some Walnut alternatives,” Raviteja noted. “But either the product didn’t meet our needs, or we couldn’t get a hold of anyone when we had questions. It was frustrating.”

When the team started using Walnut, they saw a positive impact right from the get-go. The platform was intuitive, so they realized the added value from day one.

‘Walnut became our secret weapon across the entire funnel’

As the team at Darwinbox got more comfortable with Walnut, they started finding new ways to use it throughout their go-to-market process:

1. Website engagement: They created an interactive demo library on their site, organized by solutions and packages.

2. Lead qualification: Sales reps used Walnut demos during discovery calls to better engage and qualify prospects.

3. Marketing campaigns: The marketing team incorporated demos into their email outreach.

4. Internal training: The LMS team began exploring Walnut for employee onboarding.

“It was like we’d unlocked a new superpower,” Raviteja said. “Every team found a way to use Walnut to make their jobs easier and more effective.”

‘The “Smart Objects” feature lets us personalize at scale’

One feature that particularly impressed the Darwinbox team was Walnut’s “Smart Objects.” This allowed them to quickly customize demos for different prospects without starting from scratch each time.

“It was a revelation,” Raviteja stated “We could give each prospect a personalized experience without burning hours on setup. It made our demos feel tailor-made, even when we were working at scale.”

‘The impact rippled through our entire sales process’

The benefits of using Walnut extended far beyond just creating demos faster. Darwinbox saw improvements across their entire sales cycle.

“We cut our sales cycle down by at least a month,” Raviteja noted. “But more than that, the quality of our conversations with prospects improved. We were able to have more focused, productive discussions because prospects already understood the value we could offer.”

‘Walnut didn’t just change our demo process. It transformed our approach to sales’

For Raviteja and the Darwinbox team, Walnut has become an integral part of their sales strategy. It’s changed how they think about demonstrating their product’s value and engaging with prospects.

“I don’t think we fully appreciated how much our old demo process held us back until we started using Walnut,” Raviteja reflected. “Now, we’re not just shortening our sales cycle. We’re having better conversations, generating more qualified leads, and giving prospects a real taste of what Darwinbox can do for them. It’s been transformative.”

Create demos your prospects will love today.

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