Success for consulting firms is a function of winning clients, retaining them, and turning them into loyal advocates. When firms can do these things efficiently, they enjoy higher margins. Efficiency in the consulting profession comes down to utilization, enabling consultants to stay focused on the highest and best use of time for their firms.

1. Does it make sense
for your consulting
firm to adopt sales
enablement
technology?
Consider these questions:
Success for consulting firms is a
function of winning clients,
retaining them, and turning them
into loyal advocates. When firms
can do these things efficiently, they
enjoy higher margins.
Sales enablement is a category of
solutions that streamline the
process of creating content.
Organizations that embrace sales
enablement technology enjoy better
alignment and collaboration
between marketing and business
development teams, leading to more
effective content and, ultimately,
higher revenue.
Demand Metric partnered with
Seismic to conduct research on how
sales enablement technology can
impact consulting firms.
Almost three-fourths
of study participants
that have significantly
or completely adopted
sales enablement
technology report
increasing revenue.
Just over 60 percent
of those who have no
or slight adoption also
report increasing
revenues.
Sales enablement
technology helps business
development teams
increase their
effectiveness. When it’s
present, almost two-thirds
of study participants say
team effectiveness is
increasing. When it’s not
present, only half the
teams report increasing
effectiveness.
When sales
enablement
technology is in use,
over 60 percent of
marketers in the
study are able to
curate contextually
relevant content, but
only 38 percent can
do that without this
technology.
Increasing the business
development team’s
effectiveness directly
impacts revenue. Over 70
percent of teams that
experienced increased
effectiveness also reported
revenue growth. However,
almost half of teams that
experienced decreased
effectiveness reported
declining revenues
When sales
enablement technology
is not in use, 73 percent
of study participants
report having no or
slight agility in
responding to client
requests.
I N
T O
Key
I N
consulting
Findings
Examine your pursuit and
engagement processes.
How content-driven, or
content-dependent, are your projects?
Most consulting firms rely heavily on
content to influence and grow client
engagements. Is content a critical
success factor for your firm?
Evaluate your content.
If content is critical, does your firm
have the ability to develop and deploy
content that is relevant to each stage
of a pursuit, and do so in agile and
efficient fashion?
If you answered “Yes” to the first
question, but “No” to the second, sales
enablement technology, as this study
suggests, can help.
IN CONSULTING
LINKING
Benchmark Report
CONTENT
TO REVENUE
DEMANDMETRIC.COM
Download the full report
for the full details and additional
insights that will help you achieve
greater agility, collaboration, alignment,
efficiency, content effectiveness and
ultimately higher revenue.
SEISMIC.COM