Humanitec Shortens Their Sales Cycle by 40% with Instruqt-Powered Proofs of Value

Customer Overview

Humanitec is the leader in the platform engineering space. Named a 2022 Gartner® Cool Vendor, the company drives developer productivity by radically simplifying how teams deliver software at scale. Their core products, the Humanitec Platform Orchestrator, Score, and Humanitec Portal, are used by mid- and large-size engineering organizations.

The company is based in Berlin, Germany, and its customers include Convera, Lano, DataGuard, and Bechtle.

Challenge

The Humanitec team found that setting up proofs of concept (POCs) was time-consuming for prospective buyers, sometimes taking hundreds of hours. Additionally, they often ran into further delays with companies in highly-regulated industries, like financial services, where buyers had to follow strict compliance rules for any product connected with their infrastructure.

Solution

“Instruqt is a game-changer, enabling us to close almost half of our Q4 deals in 2022,”  — Kaspar Von Grünberg, CEO & Co-founder at Humanitec

Humanitec leveraged Instruqt to overhaul and deliver POVs as part of the sales process, allowing the team to run a condensed version of POCs to quickly demonstrate what it's like to interact with their product. The controlled, preconfigured environment removed the time to set up extensive environmental settings, creating a more frictionless user experience and driving efficiency in the sales process.

Results

“Time kills deals. Instruqt helps us shorten the sales cycle by 40% by allowing us to create an amazing POV experience. Turning opportunities into customers in a snap. Using Instruqt is like having a secret sales playbook!”   — Kaspar Von Grünberg, CEO & Co-founder at Humanitec

With improved POV-centric product education for buyers, Humanitec gains a deeper understanding of their buyers' needs, which in turn helps them tailor and communicate value propositions to move the opportunities forward. 

By implementing Instruqt for POVs, Humanitec shortened sales cycles by 40%, closed 45% of fourth-quarter deals faster than before, and saved sales engineers hundreds of hours from not having to build costly environments individually. 

Editor’s note: This case study was updated and republished in 2024 and reflects Humanitec’s Instruqt implementation at the time of its original publication.