Varies on our channel/business unit.
True inbound lead through the demo form: As soon as they fill out the form, they're presented with a booking link. We don't have a huge sales team and our inbound sales cycle is high velocity for those that are actual fits (focus on small business owners and leverage free trials) - we've experimented with virtual demos and product self-guided walkthroughs upon form fill and post booking.
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A portion of our inbound leads are part of partnership sales, so they can skip the route of a formal demo and gain access to an account on a freemium model - then from there ability to book demos / engage with sales team or self-serve to a higher tier plan etc
