Product Names in Demos?

 

I just watched a demo recording – about 45 minutes overall – where ~15 product names were mentioned, including both products and modules. Some had numbers associated with them, such as “Mobius-12”. By the end of the demo, I was overwhelmed…

As an interesting test, I asked 5 colleagues to watch the same demo. Once each had completed viewing it, I asked two questions:

1. What do you remember from the demo?
2. What specific product names do you remember from the demo?

The answers were illuminating and a bit frightening:

1. What did you remember from the demo?
• “Confusing…”
• “Complicated…”
• “I got lost…”
• “Seemed like a lot of functionality…”
• “It was a firehose of features…”

2. What specific product names did you remember from the demo?

• “Um…”
• “There were a lot, I’m not sure…”
• “Moby-one or something…”
• “Zero…”
• “Chirp chirp chirp chirp…” (modeling the sound of crickets in an empty room)

What do you want people to remember in a demo: your product names or the problems your products address, along with the outcomes and business value?

Consider: if your prospect will only take away 3 ideas from your demo, what do you want them to remember?