How to Create Product Demos that Don't Suck (PCA9)
Upcoming SlideShare
Loading in...5
×

Like this? Share it with your network

Share

How to Create Product Demos that Don't Suck (PCA9)

  • 1,075 views
Uploaded on

Most product demos are boring and not really useful to the audience. In this session, we'll describe the 3 greatest sins of product demos and then present 5 important principles that Product......

Most product demos are boring and not really useful to the audience. In this session, we'll describe the 3 greatest sins of product demos and then present 5 important principles that Product Managers/Product Marketers can apply to achieve informative and beneficial product demonstrations.

More in: Business , Technology
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
  • Thanks David - you can find my PeopleFund Innovation week presentation at: http://www.slideshare.net/tevanstx/people-fund-how-to-create-products-that-customers-really-want-to-buy-may-20-2013
    Are you sure you want to
    Your message goes here
  • Thanks for your talk at Innovation Week, Tom!
    Are you sure you want to
    Your message goes here
    Be the first to like this
No Downloads

Views

Total Views
1,075
On Slideshare
1,075
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
5
Comments
2
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. How to Create Product Demos That Don’t Suck Tom Evans Lûcrum Marketing @compellingmktr
  • 2. What is The Worst Product Demo You’ve Seen?
  • 3. Three Top Sins of Product Demos• Start sales process with a product demo• Another cool thing we can do is ….• Lack of preparation
  • 4. Result: Demos That Suck
  • 5. What is The Best Product Demo You’ve Seen?
  • 6. Five Principles for Effective Product Demos• Clearly define the target audience – Market Segments, Personas, Problem Scenarios• Create stories that address the problem scenarios• Make sure demo communicates positioning & key messages• Only give demo once prospect’s PAINS have been discovered• Demonstrate only what solves prospects PAINS (customize if necessary)
  • 7. Source Documents• Market Needs Document (aka MRD) – Problem Scenarios – Personas (Buyers & Users) – Market Needs (Requirements)• Market Strategy – Target Markets – Positioning – Messaging
  • 8. Case Study• Software for Financial Services – Very featured oriented – 30+ minutes• Revamped Demo – Targeted to executive buyer & key users – Story around specific problem scenario (too long to develop & test new strategies) – Demo of approx 15 mins – Supported key message• Tripled sales in next year!
  • 9. Thank You! Tom Evans Lûcrum Marketing tevans@lucrum-marketing.com +1.512.961.5267 @compellingmktr Copyright 2012 - LÛCRUM MARKETING