Demo-driven revenue acceleration- 3 ways to use product to engage and scale with Demostack
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The document discusses strategies for demo-driven revenue acceleration using product demonstrations to engage customers and scale effectively. It emphasizes the importance of showing products earlier in the sales process, eliminating traditional presentations in favor of collaborative discovery demos, and enabling all revenue teams to utilize tailored demos for enhanced customer interaction. Key takeaways include leveraging product demos to build connections, facilitate discussions, and accelerate revenue throughout the customer lifecycle.
Demo-driven revenue acceleration- 3 ways to use product to engage and scale with Demostack
- 1. Demo-Driven Revenue Acceleration 3 Ways to Use Product to Engage and Scale with Demostack Misha Margitich Customer Success Lead Demostack Robert Carpenter Marketing & BD Lead Demostack @stoicroberto
- 2. ● Most of you are viewing this session from our event platform, which we hope you are enjoying! To submit a question to the speaker - you can use the “Question” feature positioned on the right rail of your screen ● If you’d like to be on directly with the speaker, click the join us on stage button ( found below the player) -- we’ll take questions at the end ● Interactive, 20-minute session. We encourage you to keep your cameras on, and audio muted ● These sessions will be recorded and available post event Housekeeping Notes
- 3. ● Presented only by someone in Sales (AE, Sales Engineer) ● Presented as a product overview tour ● Presented in the middle or end of a sales cycle Demos are almost always presented, generic, and used to sell. Most product demoing sticks to the same formula...
- 4. Emerging Trends Product Led & Revenue Operations
- 5. Product-Led Growth is a go-to-market strategy that relies on using your product as the main vehicle to acquire, activate, and retain customers. (ProductLed.com) Revenue Operations seeks to align, enable, and hold accountable revenue teams (Marketing, Sales, Customer Success, Partnerships) to accelerate revenue growth across the full customer lifecycle. Product Led RevOps
- 6. Demo-Driven Revenue Acceleration Product Led + RevOps =
- 7. Drive discovery, build connection, and make value more tangible using product demos throughout the customer lifecycle. 1. Show product earlier. Discover insights and build connection faster. 2. Kill the presentation. Leverage product to facilitate engagement. 3. Enable all revenue teams with product. Accelerate deals with prospective and current customers and partners. Demo-Driven Revenue Acceleration
- 8. 1 Show product earlier with Micro Demos Discover insights, build connection, and tailor deal-winning solutions faster.
- 9. ● On first calls, show a menu of high-level problems your product solves. Discuss and identify which they feel the most. ● Show them a visual showing the problem solved. (screenshot, video, or tailored product demo). The after. ● Leverage the visual for more tangible discovery discussion. Micro Demos = Visual Product Stories
- 10. GIVE VALUE (PRODUCT), GET VALUE (INSIGHT) Micro Demos create excitement to learn more and set up down-funnel success.
- 11. 2 Eliminate the presentation with Discovery Demos Leverage demos to facilitate engagement, drive discovery, and gain buy in.
- 12. Discovery Demos = Collaborative Selling ● Product demos tailored to the insight gained to date. ● Use the demo as a facilitator of discovery questions and discussion, not a presentation. ● Shows you care about solving problems, not just selling them. ● Partner with the prospect to discover how they can gain the most value with your product.
- 13. DON’T SEPARATE DISCOVERY FROM PRODUCT Discovery Demos help uncover what is needed from your product to win the deal.
- 14. 3 Enable all revenue teams with tailored demos Accelerate deals with prospective and current customers and partners.
- 15. Enable revenue teams (Marketing, Business Development, Sales, Partnerships, and Customer Success) with Micro Demo and Discovery Demo templates. Tailored Demos = Best Revenue Enabler Marketing - Drive leads via public demos - Deliver more insight to Sales Sales Development - Do better qualification - Deliver more insight to AEs Account Executives - Build connection with prospects - Uncover what wins the deal Pre-Sales Engineers - Create more on target PoCs - More time to get in on more deals Partnerships - Accelerate new partnerships - Enable partners to sell Customer Success - Uncover and show upsells - Train new customers
- 16. ACCELERATE REVENUE ACROSS THE CUSTOMER LIFECYCLE Tailored demos focus and facilitate conversations that lead to revenue.
- 17. 1. Show product earlier. Discover insights and build connection faster. 2. Kill the presentation. Leverage product to facilitate engagement. 3. Enable all revenue teams with product. Accelerate deals with prospective and current customers and partners. Key Takeaways
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