Technical or Product Demos are the types of demos that SEs are most familiar with. It’s the demo that sales engineers are so sought after and known for. These types of demos require the most personalization and should provide the most comprehensive look at your solution.
At this stage, customers are looking for an exhaustive look into the product and are even wanting to see your architecture in the context of their environment. Technical demos should be the longest and most substantial demo type with the highest level of consulting.
Introducing the Technical Product Demo
Technical or Product demos are the most intensive demo given to the customer. This is the platform where the demo engineer gets to explain all the pertinent features and functions of your solution as it relates to the buyer’s business needs, and really dig into the meat of your offering. This could be the first time your SE is meeting this customer, especially if many of the other demos have been automated earlier in the buying process.
This demo is actually why it’s so important to automate so many of the other demo types. You want to give your presales team the maximum amount of time to focus on these more consultative demos. Technical demos are completely tailored to this specific buyer and provide deep-dive demonstrations of the solutions capabilities.
This is also the time SEs earn their trusted advisor status with buyers and begin addressing the customer’s Emotional ROI. Buyers are putting their reputations and possibly even their job at risk when they launch a new solution. Providing reassurances and social proof that your solution can deliver on the things you’ve stated will go a long way to putting their minds at ease. If conditions are right, this demo could be an opportunity to receive a verbal decision or earn a spot on their shortlist.
