Software buyers are entering sales conversations more informed than ever, using AI, review sites, videos, interactive product tours, and other digital resources to evaluate solutions independently. In this panel discussion, Ahmed Qadri of Vanta, Morgan Ballevre of impact.com, and Paul Pearce of GreatDemo, moderated by Consensus’s own Hank Wells, explore how changing buyer expectations are reshaping software discovery, product demonstrations, and the role of presales. They explain why research should not replace meaningful discovery, how teams can meet buyers where they are, and why the most effective SaaS demos focus on customer priorities, business value, and relevant use cases rather than generic feature walkthroughs.
The panel also examines how artificial intelligence is changing demo preparation, account research, storytelling, sales enablement, and the skills required of modern solutions consultants. Learn how leading teams are using AI to improve efficiency while maintaining human judgment, create personalized demo environments, build scalable value stories, and manage technical validations and proofs of value. The discussion offers practical guidance for sales, presales, and demo engineering teams looking to shorten sales cycles, improve buyer engagement, and deliver software demos that help customers make confident purchasing decisions.
