It’s common to think of your Technical Demo as the one type of demo you deliver to customers, just with tweaks and nuance based on the stage and the audience. In reality, there are six different types of demos that correspond with the unique buyer needs as they progress through their buying process.
Buyers may not consistently require each demo. When there are 6 or more stakeholders involved in a deal, for example, they’ll need at least four demos, and often six or more, to make a decision.
Defining the six demos properly, including where they’re most relevant in the buying journey, will make it easier for you to enable them to make decisions faster.
The six demo types are Vision Demos, Micro Demos, Qualifying and Discovery (or “Standard”) Demos, Technical Demos, Closing Demos, and FAQ Demos.
Vision Demo
At the beginning of the buying process, the Vision Demo is a presentation often delivered by Sales, not SEs, that focuses on the value proposition: the problem, the solution, and the benefit.
Vision Demos should be five to seven minutes long. They are light on the product. These demos are often built by Marketing.