Scaling the Software Demo - No Demos

Posted by Greg Dickinson on Jun 26, 2019 11:40:00 AM

Trials and Tribulations

Read More

Topics: Omedym, DemoOnDemand, "Product-led", "Product demo", "Product trial", "pre-sales", "demo videos", "product-led growth"

In-person Demos with Discovery - Pros and Cons

Posted by Greg Dickinson on Jun 19, 2019 11:19:15 AM

For the past weeks, I’ve been exploring the current state of pre-sales engineering and the product demo. A software buyer’s early product experience, or demo, is arguably the most critical part of any software cycles cycle. Which is a major headache for most software companies: every buyer expects to experience the product as part of their initial evaluation and education but pre-sales resources are at a premium. Go to any pre-sales engineer meetup or get-together and chances are that every pre-sales manager there will mention that they’re hiring. Our research shows that while demand for tailored, in-person demos is up, the ratio of pre-sales to sales has halved, going from an average of one pre-sales engineer for two sales reps to one pre-sales engineer for four sales reps or more.

Read More

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

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?

Read More

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.

Read More

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

Explainer Demo Videos - Pros & Cons

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

 

Read More

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