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

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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.

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  • 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
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  • Thanks for your talk at Innovation Week, Tom!
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How to Create Product Demos that Don't Suck (PCA9)

  1. 1. How to Create Product Demos That Don’t Suck Tom Evans Lûcrum Marketing @compellingmktr
  2. 2. What is The Worst Product Demo You’ve Seen?
  3. 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. 4. Result: Demos That Suck
  5. 5. What is The Best Product Demo You’ve Seen?
  6. 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. 7. Source Documents• Market Needs Document (aka MRD) – Problem Scenarios – Personas (Buyers & Users) – Market Needs (Requirements)• Market Strategy – Target Markets – Positioning – Messaging
  8. 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. 9. Thank You! Tom Evans Lûcrum Marketing tevans@lucrum-marketing.com +1.512.961.5267 @compellingmktr Copyright 2012 - LÛCRUM MARKETING

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