A Story That Connects With The AudienceĪ great demo is not an endless display of features and functions it’s a story about how your solution will improve work or life in some way. Swathi Young, Integrity Management Systems Inc.ġ0. Answering how many hours or how much money your software can save and how it will impact customers or employees will make your product stand apart. What problems are you solving and for whom? Why should they choose your software? Illustrating the business benefits and ROI is crucial. For a demo to be effective, ensure that you cover the basics. Software demos are everywhere, including product pages, videos and animations. Never underestimate empathy and understanding, even in a tech demo. It is crucial to understand a prospect’s situation and challenges, as well as the impact these have on their job. Feature and function presentations can quickly dilute the intended value, especially if the person delivering the demo does not have a good grasp of the business and/or individual they are presenting to. Erik Rind, ImagineBC Inc.įorbes Technology Council is an invitation-only community for world-class CIOs, CTOs and technology executives. By understanding your prospect’s pain points you are showing them that you will take the time to understand their business and aren’t just there to demonstrate your product. The best demos are the ones that successfully blend these two points. An effective demo must be focused on your prospect’s needs rather than on your product’s capabilities. Christopher Savoie, Zapata Computing, Inc. Second, we need to compare the new product to what people are using today so they can see the differences, or they will not see the value in switching to your more effective solution.
#Request a software demo full
First, we must paint a picture of real business use cases-especially in a category such as quantum computing, which is full of hype. Our team has learned two major things in our demo experiences with customers. Seeing the software perform in the desired context or test-driving the software will always provide a more tangible perception and a stronger impact. In software procurement, this approach is materialized through the Conference Room Pilot concept. Demos can be compelling and enjoyable when the software vendor and prospective customer organize a “killer demo” through preparation, focus, speaking to business and IT issues, and strong delivery.A key enabler of engagement, generally speaking, is context.
#Request a software demo how to
Get trained – learn how to speak to a group and how to demo software.Ī well-delivered demo can make up for software shortcomings, while a poorly-delivered demo can destroy the chance of customers embracing even the best software.Respect the clock – arrive in plenty of time to set up, and plan to finish early.Make your case – benefits the customers will gain, and what sets you apart.Have a strong opening – capture the audience in the first two minutes.Engage the audience – control the content and flow, and encourage dialogue.Know your audience – anticipate and address their needs.Do not make negative or false statements about the competition. Boast about your successes, and back up statements with evidence. Be positive about capabilities and transparent about third parties you use to deliver software and services. Understand the customer’s software selection criteria, and address them throughout the demo and dialogue.Īddress how your software will improve the customer’s business. But demo software configuration, workflow configuration, report and dashboard creation only if the users would do this day-to-day. Start at the end… then go backwardsįirst demo reports, dashboards and workflow that show how a user interacts with the software. Demo the software to best showcase its capabilities while addressing each script. If the customer provides software scripts and/or demo data, then make sure that the scripts align with the stated needs and priorities. Stick to the scriptĬreate a “storyboard” for the demo based upon business needs and priorities. Show how a site manager or a corporate manager views key performance indicators (KPIs) on a dashboard. Show how a casual user completes an assigned task. For example, show how a “power user” creates monthly reports, and enters detailed data. Simulate the user’s day-to-day experience.
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