Lansweeper provides IT asset management and network discovery software used by IT teams at organisations ranging from mid-market companies to global enterprises. Despite a strong product and a large installed base, Lansweeper's sales team was experiencing long, friction-filled sales cycles. Deploying the AI Search Demand Engine, Lansweeper reduced its average sales cycle by 31% by ensuring buyers arrived pre-educated and pre-qualified through AI search.
The Challenge
Lansweeper's sales team faced a common enterprise challenge: long, complex sales cycles driven by buyer uncertainty. Most buyers arrived to Lansweeper's sales process with limited knowledge of the company, and sales reps spent the first 2–3 meetings on basic education.
A Nevisible audit found that ServiceNow and Ivanti were consistently recommended in IT asset management AI queries, while Lansweeper appeared in only 19% of searches.
The Nevisible Approach
Nevisible designed a 'buyer education acceleration' programme, focused on ensuring that IT buyers who researched asset management using AI assistants encountered comprehensive, accurate information about Lansweeper before their first sales interaction.
The content programme produced 12 assets targeting IT buyers at different stages of their research journey, including a 'Complete Guide to IT Asset Discovery,' a 'ITAM Platform Comparison: Lansweeper vs ServiceNow vs Ivanti,' and an 'IT Asset Management ROI Calculator.'
The Results
Eight months after programme launch, Lansweeper's AI search presence had grown from 19% to 72% of tracked queries. Buyers who arrived via AI search required an average of 1.4 fewer discovery meetings before reaching the proposal stage, translating to a 31% reduction in average sales cycle length.
Win rates in competitive evaluations against ServiceNow improved from 41% to 58%. The programme generated $2.1M in accelerated pipeline.
By the Numbers
31%
Shorter average sales cycle
72%
AI query coverage (up from 19%)
58%
Win rate vs. ServiceNow (up from 41%)
"Our sales reps were spending the first three meetings just educating buyers on what we do. Now buyers arrive already knowing — because AI assistants told them. Our sales cycle has never been shorter."
LChief Revenue Officer, Lansweeper
Lansweeper
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