Paycor has seen an average growth rate of 20% over the last five years. In order to keep up with the demand for sales reps without adding cost centers to their sales process, they stretched their ratio of Account Executives (AE) to Solutions Consultants (SC) nearly beyond the capacity of the presales team. John Redding, Senior Director of Sales and Presales Support, saw the need to scale the presales function, particularly where demos were concerned in order to alleviate the stresses of demo requests and allow SCs to better manage their workload without adding headcount.