The Consensus Customer Challenge 

Optimizing your Consensus investment requires a tight strategy. B2B organizations often face these common obstacles: 

 

CONTENT CREATION AND ALIGNMENT

Generating compelling, buyer-centric content can be a major roadblock. Many teams lack the resources and alignment to maintain the volume and quality needed to engage buyers effectively. 

 

OPERATIONALIZING DEMO AUTOMATION 

Content alone isn’t enough. Embedding demo automation into daily GTM activities is crucial. Ensuring consistent use and adoption remains a common struggle. 

 

CHANGE MANAGEMENT AND ADOPTION

Without clear ownership and a strong vision, adoption can stall. Proper change management is essential to achieving long-term success. 

 

DEFINING AND MANAGING SUCCESS 

Tracking progress and demonstrating value requires the right metrics. Many organizations lack clarity on what success looks like and how to achieve it. 

 

Concerns for Those Considering Consensus 

Key challenges include: 

OWNERSHIP & GOVERNANCE 

Defining responsibility across organizational silos is crucial. Without clear ownership, success can be difficult to attain. 

CONTENT CREATION

Many presales teams feel overwhelmed by the responsibility of consistent content production, especially when it involves broader program management. 

ASSIGNING CAPACITY 

Without the right resources, presales leaders can struggle to drive success and gain buy-in for a high-visibility initiative. 

OPERATIONALIZING ACROSS GTM

Embedding demo automation into GTM activities is vital, but adoption can be difficult for organizations transitioning to a more automated model. 

MEASURING SUCCESS

Defining and tracking the right metrics is essential. Progress must be demonstrated in alignment with larger business goals.