The bottleneck
Vercel's SE team was running 12 live demos a week. Half of them were with prospects who'd already self-served everything they needed to see.
The pivot
They split the funnel: Tier 1 was a single async demo every inbound prospect got immediately. Tier 2 was a 90-second personalized recap. Live time was reserved for late-funnel evaluations only.
'We stopped treating every demo request as a meeting request.' — Director of GTM
The results
4 enterprise deals closed in 30 days. SE hours per deal dropped 38%. CSAT on demo experience went up.