How Syncari Drives Sales Efficiency and Buyer Engagement with TestBox

The Challenge: Showcasing a Complex Solution with Limited Resources

Syncari’s master data management product isn’t just a cool tool - it’s a paradigm shift in how organizations think about their data. Because it’s unlike anything else on the market, this innovation, Syncari’s offering, while powerful, requires overcoming skepticism and educating buyers about its value. 

High Barriers to Understanding 

Syncari’s platform requires an evangelical sale to educate buyers and overcome skepticism. The product is so unique that buyers often needed hands-on experience to fully grasp its power. Unfortunately, the team found that standard trials and empty demo environments fell flat, failing to convey the product’s value.

"Our product is really complex—it’s a data person’s tool. It’s not something you can understand by looking at a deck or a static demo. TestBox allows us to showcase what’s possible and guide prospects to key features that solve their problems," said Scott Edmonds, CRO at Syncari.

Resource Constraints

As an early-stage company, Syncari didn’t have the bandwidth to offer a high-touch proof of concept (POC) experience to every prospect. Setting up manual demos took significant effort, draining internal resources.

“Manual demos were impactful, but they required heavy lifting on our end, and we needed a more scalable solution," said Scott.

Engaging Multiple Stakeholders

Syncari’s platform required buy-in from various teams across an organization, including RevOps, marketing, and IT. The sales process was long and involved, often requiring internal champion to drive consensus across a large group of stakeholders.

“Syncari is a considered purchase — it’s not a short sales cycle. It’s about building a real business case and consensus," said Scott. "TestBox helps us create champions who can advocate for us internally and understand the value Syncari delivers."

The Solution: Scalable Proof of Value with TestBox

Syncari turned to TestBox to bridge the gap between its complex product and its buyers. TestBox created guided, hands-on POC environments that allowed prospects to experience Syncari’s platform in a meaningful way—without requiring extensive support from Syncari’s team.

Enabling Self-Guided Product Exploration

TestBox eliminated the “blank slate” problem by tailoring trial environments to Syncari’s key use cases and preconfiguring the environments with data. This enables prospects to experience the platform on their own terms, exploring its features without requiring constant hand-holding.

"Getting people into the right POC environment through TestBox is everything," said Scott. "It lets them explore on their own terms, without the need for us to walk them through every step."

Creating Internal Champions

TestBox helped Syncari develop internal champions by allowing prospects to build confidence in the product at their own pace. These champions could then advocate for Syncari within their organizations.

"TestBox has been very helpful for us. If prospects spend more than 20 minutes in TestBox, we know it’s a real opportunity."

Leveraging Analytics for Insights

Beyond enabling scalable product exploration, TestBox also provided Syncari with valuable data on how prospects interacted with the trial. This allowed Syncari to refine its sales approach and forecast opportunities with greater accuracy.

"We’re leveraging TestBox for analytics to understand how people interact with the trial, which helps us forecast and refine our approach," said Scott.

Increased Sales Efficiency

With TestBox, Syncari reduced the need for manual demos and sales engineer (SE) involvement, freeing up resources to focus on strategic initiatives.

“TestBox acts as a sales assist, making us feel bigger than we are. It’s like having an extension of our team that creates living artifacts to help us sell.”

Results: Transforming Syncari’s Sales Process

Since implementing TestBox, Syncari has seen significant improvements in both buyer engagement and internal efficiency.

• Faster Qualification: TestBox enabled Syncari to qualify leads more effectively, with prospects spending over 20 minutes in the POC environment being flagged as real opportunities.
• Enhanced Buyer Understanding: Buyers now grasp the platform’s value faster, leading to shorter sales cycles.
• Resource Savings: Syncari’s team has reduced the manual effort required for demos, freeing up bandwidth for strategic initiatives.

“With TestBox, we can offer buyers a differentiated product experience that they can feel. It’s not just a deck or a demo—it’s something real they can use and share across their teams.”