Scaling the Software Demo - No Demos

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

Trials and Tribulations

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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.

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

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"

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"