Great Demo!: How To Create And Execute Stunning Software Demonstrations

by Peter E. Cohan

Begin your demo by showing the best, most compelling screen or handful of screens. You have to complete this in less than two minutes – no longer. These screens must show your solution

“How did you do that?”

your customer is only truly interested in the Specific Capabilities needed to address his or her key problem.

“Tell me, what is the biggest challenge you face in your job today?”

"How are you measured?

Great Demos present the what right away, and then follow with the how.

Perspiration is inversely proportional to preparation.

The power of the “Delta”: The Delta is the difference between the way the customer does something today and the way it could be done using your Solution. This is a terrific way to understand and present value. A Delta can be in terms of time, people, steps, dollars, or any other measurable parameter that is important to the customer.

“Is there anything I should be asking that I haven’t yet asked?”

“Tell ‘em what you are going to say, say it, and then tell ‘em what you just told ‘em.”

You can use the same process, but with a simple (but important!) twist: Instead of creating a Situation Slide based on your customer’s specific situation, you use a Situation Slide that represents an expected situation.