Wait, what? You want discovery information before presenting the demo?
Yes, please!
Level 3: Customizes Based on Discovery Information Uncovered
This requires three steps to complete:
1. Discovery must be done.
2. Discovery information must be communicated (if it isn’t the same person doing discovery and the demo).
3. Discovery information must be incorporated in the demo.
Sound obvious? Sadly, I’ve seen countless demos where:
- Discovery was never done or was insufficient to impact what was shown in the demo.
- Discovery was done (by someone else) but was never communicated to the demo presenter.
- Discovery was done but was ignored in the resulting demo.
Very simply, sufficient discovery provides guidance on which capabilities to include in the demo and which capabilities to leave out. If your team’s demos follow the same path regardless of what was learned in discovery, then they haven’t achieved Level 3.
An observation: It is incredibly insulting to prospects who have invested time in a discovery conversation with a vendor to have that vendor ignore the discovery information provided!
Measurement(s) for Achieving Level 3:
A) Sufficient discovery is done, as measured by a completed Great Demo! Situation Slide.
B) Discovery information is communicated throughout the selling team.
C) Demonstrator presents or doesn’t present capabilities in alignment with the discovery information collected.
Pros:
- Represents a tipping point between unsuccessful and successful demos.
- May be sufficient to achieve Technical Proof.
Cons:
- Still unsuitable for Vision Generation.
- Still largely a monologue.
- No communication of business value.
Grade: C
And see sections 2 and 3 in this article for more tips!
https://greatdemo.com/situation-slides-sales-and-presales-swiss-army-knife/
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