The Demostack team will share effective ways to deliver a stellar product demo to engage and scale your business.

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

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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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