Inbound Demo Distribution Analysis

Part 1: Inbound Demo Load

How many inbound demos should your AEs receive?

Average Load: 16 inbound demos per AE per month
Top 5% of AEs: 30 inbound demos per month
Top 10% of AEs: 20 inbound demos per month
Top 25% of AEs: 9 inbound demos per month

If you’re getting more than one demo a day per each AE — you're doing better than average. Now, let’s see how team size affects inbound demo allocation.

Part 2: Number of Reps

How does the team size affect the number of demos per AE?

Larger Teams (>5 AEs): 12 demos per AE per month
Smaller Teams (<5 AEs): 5 demos per AE per month

The data shows that earlier-stage companies (Seed and Series A) and those with lower website traffic tend to have higher conversion rates.

Part 3: Marketing Influence

How does marketing influence the number of inbound demos per AE?

With Marketing: 18 demos per AE per month
Without Marketing: 7 demos per AE per month

Companies with dedicated marketing teams capture more than double the demo volume per AE. The key takeaway is that hiring sales before marketing may be counter-productive.

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Conclusion

Rep Performance Standards: If you get more than 20 inbound demos per AE, you’re doing well but not great. Default will help you capture more demos from your form submissions.
Team Size Load: Larger teams distribute demos more effectively, while smaller teams may need to focus on maximizing each opportunity. Both teams should use Default.
Marketing Drives Results: Customers who use Default convert up to 70% more inbound demos than those using other scheduling solutions.