Greg Dickinson

Recent Posts

Scheduled Group Demos - Yes or No?

Posted by Greg Dickinson on Jun 12, 2019 11:29:31 AM

Do you offer scheduled group demos, webinar software demos?  Do they help you scale your pre-sales  resources? Or could they be shrinking your pipeline?

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Topics: Buyers journey, "pre-sales", Demo

When salespeople give demos – success or failure?

Posted by Greg Dickinson on Jun 5, 2019 11:30:00 AM

Anyone involved in software sales or revenue generation will agree that the demo, or early product experience, is probably the most important part of any software sales cycle.

Which gives us a big problem – pre-sales resources are at a premium. The reason? The ratio of pre-sales to sales has halved, going from an average of one pre-sales engineer for every 2 sales reps, to one pre-sales engineer for 4 sales reps. In some markets, that ratio drops to 10, 20 even 30 or more to 1. Plus, today’s buyers expect an “early stage” demo as part of their initial education and evaluation (they may still require a full, scripted or custom demo for closing as well), meaning that demand for demos and product experiences is up.

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Topics: Buyers journey, "Product demo", "pre-sales"

Explainer Demo Videos - Pros & Cons

Posted by Greg Dickinson on May 30, 2019 8:15:00 AM

 

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Topics: Buyers journey, "Product demo", "pre-sales"

The State of Pre-Sales and the Product Demo

Posted by Greg Dickinson on May 28, 2019 8:10:40 AM

Background

 What’s the most important stage in any buyer’s journey? You guessed it! It’s the initial product experience. Or, in software terms, the DEMO.

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Topics: Buyers journey, "Product demo"

What if they sold perfume like we sell software?

Posted by Greg Dickinson on Feb 14, 2019 12:04:33 PM

 

 
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Topics: DemoOnDemand, Request a demo, Buyers journey, Customer experience, "Product-led"

Taking Your SaaS Business Down Market - Observations From An SMB Buyer

Posted by Greg Dickinson on Feb 8, 2019 10:17:53 AM

In the last five days, I’ve had at least 10 conversations with B2B SaaS companies that are moving down market - primarily enterprise vendors trying to expand their reach by targeting SMBs with smaller, “lite” versions of their software.  It’s a tough transition, as I know from my own, sometimes painful experience.  One of the most common misconceptions, I believe, is that software buyers in big companies are significantly different to software buyers in smaller businesses.  Let’s break it down in terms of what any software buyer – regardless of company size - looks like today:

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Topics: Buyers journey, Customer experience, "Chatbot", "SaaS", "Product-led", "Product-centric", "Product demo", "Product trial"

Welcome to Omedym- An Introduction From Our CEO

Posted by Greg Dickinson on Sep 20, 2018 8:00:00 AM

In January 2017, two random things happened to me at around the same time. First, my sons told me that they were looking for online class videos but couldn’t find a way to search videos.  Second, a friend complained about the demo process at his software firm.

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Topics: Greg Dickinson, Omedym, DemoOnDemand, Request a demo, Buyers journey, Customer experience

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