Quid pro quo is the delightful Latin phrase that loosely translates as “this for that” – and appears to be one of the key criteria for the success of Vision Generation Demos.
Vision Generation Demos are a terrific solution to the classic gap between “…Just show us a demo…” (from the customer) and being able to deliver a focused, customer-specific demo based on doing adequate Discovery. Practitioners report that Vision Generation Demos have been “surprisingly effective” – they shared that one of the reasons the method works so well is they leverage basic principles of quid pro quo: give to get.
The customer has asked to see a demo, after all – and a Vision Generation Demo provides just enough demo content to satisfy this desire. In return, the customer is willing to invest in a Discovery conversation.
Even better, quid pro quo exchanges occur several times during the Vision Generation Demo process – making the resulting dialog comfortable and rewarding for both parties.
Note this is in contrast to a frequent complaint from customers on calls with SDR’s, BDR’s or Inside Sales folks that the interaction was one-way, one-sided, with nothing of value for the customer.
For more details on the ideas, see my article at https://greatdemo.com/vision-generation-demos/ – and/or contact me if you’d like to learn to apply the method and the mechanics for your software and customers.