“But there’s so much to show…!”
– SaaS Founder in year two
“When you first released your MVP [Minimum Viable Product], how much time did you schedule for your demos to prospects?” I asked this of a founder who told me her demos weren’t getting the job done.
“An hour,” she replied, “and we generally used all of that time.”
“And how long are your demo meetings now?” I enquired.
“Still an hour…” she noted, “and I’m rushing through the software, but I can’t show everything I want to show!”
I pursued this with, “How often do your development folks release new features?”
“Every few weeks,” she responded.
“And do you incorporate these new capabilities in your demos?”
“Oh yes! I try to show everything!” she confirmed.
“I believe we’ve found the problem,” I told her. “It’s like you’re trying to pack two weeks of clothes for a trip into a bag that only holds one week’s worth.”
I continued, “You’re going to have to prioritize what you show based on your prospects’ needs and wants. Show the most important capabilities first and confirm that they solve the problems. Then show the next sets of relevant features in accord with your prospects’ interests and the meeting time constraints.”
“Just like that too-small travel bag,” I explained, “you’re going to have to leave some things out of your demo!”
Resources:
Why Structure Demos Like a News Article?
https://greatdemo.com/why-structure-demos-like-a-news-article/
Great Demo! Chapters 5-9
https://www.amazon.com/dp/B0C9SNKC2Y/
And see the stories in “Suspending Disbelief” for more engaging lessons learned!
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