Stunningly Awful Demos: Insufficient Customization

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Many vendors say that their demos are “customized” – but are they sufficiently customized? Sufficient customization is defined by the prospect, not the vendor…! There are (at least) five major dimensions to demo customization that need to be considered:

  • Buying Cycle Stage
  • Industry/Geography/Demographics
  • Job Title
  • Workflows vs. Reports and Dashboards
  • Discovery Alignment with each of these contributes to successful demos – we’ll examine each in this session, along with a handful of small, but rapid-to-implement bonus ideas!

About the Presenter

Peter Cohan

Founder & Principal, Great Demo!

Peter Cohan is the founder and principal of The Second Derivative and the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been and continues to be a prospect and a customer.