The qualification has given you insights into the objectives they want to achieve. You can bring these up when pitching the demo: “You should buy from us because you need X, Y, and Z, and we’re the best in the world to do these things. This is going to be a real game changer for you. So there’s two ways we can proceed from here: 1) you can do this yourself and figure it out, and I’m pretty confident you’ll become a customer or 2) I’ll connect you to Kevin (the guy who has
