Product Demos: Selling Value in Spite of Product Deficiencies

Proficientz – Product Management University

When a prospect asks for a feature you don’t have, respond as follows: “We don’t have a feature by that name, but tell me what you’re trying to accomplish and I’ll show you know how our product handles it.” . In a perfect world, you’ll always understand big picture business objectives before a product demo and you’ll invest your time on prospects that give you the best chance making the sale.

Demo 100

eG Innovations Named as a Top 10 Global Vendor for Continuous Application Performance Management

eG Innovations

We are proud to announce that eG Innovations’ flagship monitoring solution, eG Enterprise , was named among the top 10 CAPM tools in the 2019 Vendor Selection Matrix™ for CAPM. Get a personalized demo of eG Enterprise APM.

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Marketing doesn’t stop when you’ve acquired a customer

Inside Intercom

Bootstrapping “Product Education” When I first joined Intercom, my role didn’t really have a name. Give customers the white glove treatment with live demos. “A demo allows the customer to see and feel how things will be better if they buy (and worse if they don’t).” in Dublin to demo to three people in the Southern Hemisphere, we never missed a Wednesday demo.

It’s time to get your Ph.D. in Sales Comp

Product Beautiful

We did a “lunch-and-learn” where we fed the team pizza and spaghetti, while one of our product managers did a demo of the product and talked about how it was complimentary to the products they were already selling into their accounts. 1 Name changed to protect the innocent.

A Day at Corporate

Under10 Playbook

The product managers certainly need to be there to make sure nobody makes any claims that must be supported elsewhere—such as the demo or on the ever-changing product roadmap; you need to make sure nobody is making any promises the products can’t keep. “A Day at Corporate” Analyzing the win and loss patterns at one company revealed that many deals were being lost during the software demo. 13:00 product demo by the corporate demo team.

Demo 100

Demonstrating Solutions vs. Products

Proficientz – Product Management University

Once you know the “real” reason, make it the strategic theme of your pitch such that every demo scenario is related to the overall value theme. Create a two column spreadsheet with the name of each product in the first column and its primary purpose in the second column. During the demo, there is no reason to refer to each product separately unless asked. The fewer the number of people delivering the demo, the easier and more integrated the solution will be perceived.

Demo 100

More than just conversations: the next frontier of live chat for sales

Inside Intercom

With our Google Calendar Meetings app , your visitors can automatically book a demo with you right inside the Intercom messenger. That’s the case for Salesloft, where Intercom now drives 40% of their sales demos , an 8x improvement over their previous live chat tool. Sales has changed.

Demo 95

Why ProductCamp is so Valuable for Product Managers

Mind the Product

I am that person who attends conferences and signs up for product demos just to get some free swag. No Big-name Speakers. There are no big-name speakers, in fact there is no agenda whatsoever.

3 Simple Steps To Make Your Customer Stories 10x Better

The Secret PM Handbook

For example, I often tell a story about helping a sales engineering team with their demo. They asked me to help them with their agile demo because I am an agile expert. As I worked with them, I realized the problem wasn’t their agile demo, it was how they were demoing.

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3 Simple Steps To Make Your Customer Stories 10x Better

The Secret PM Handbook

For example, I often tell a story about helping a sales engineering team with their demo. They asked me to help them with their agile demo because I am an agile expert. As I worked with them, I realized the problem wasn’t their agile demo, it was how they were demoing.

Demo 212

How to Announce Product Updates To Drive User Adoption and Conversions?

Userpilot

The way they named the feature (Custom Roles) is direct. It pays to learn more about UX Copywriting and naming your app features too. Do new feature demos—and keep them short. Here’s how these demos can help you announce your updates.

Trailblazing Women in Product Management: Denise Hemke, VP, Analytics Product Management and Strategy at Workday

280 Group

So, I threw my name into the hat for a position on the product team and the rest is history. You can do this with designs and clickable demos—to some degree.

Agile Project Manager, Scrum Master, or Product Owner?

Johanna Rothman

Let's first discuss what my colleague does and how we might name that role. Changing a role name doesn't change a person's actions.). They more often use flow with various cadences of planning, demos, and retrospectives. Role Names Have Power.

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Let’s formalize sales escalations

Under10 Playbook

That’s why many product managers get involved with roadmap discussions, technical demos, and answering RFP/RFIs. Product Demo Center. If your enterprise clients require a product demo, then treat it like a marketing program. Set up one or more demo centers with all the necessary equipment ready to go. Have a standard set of scenarios; avoid names like “Joe Customer” or “Marilyn Monroe” in the customer profiles.

Demo 100

How to document like a pro being a product manager?

The Product Coalition

The age of folders and spending time organizing every document alphabetically or some naming system is gone. Use video recording for demos Before, giving demos to stakeholders was always messy work. Now, I have started to record the demo with the help of my tester.

The UX of Data

Amplitude

Intuitive tools and naming. Source: Amplitude’s Demo Project. Step 2: Use clear and unique names. Name things in ways humans can understand so that there’s no confusion about what a data point means. I’ve named a few pieces of information I need to track success.

UX 107

Announcing The Complete Guide to Using Chatbots for Sales

Inside Intercom

For instance, instead of having your top sales rep spend weeks chasing that big-name lead who landed on your website once, why not have a bot automatically engage with all qualified visitors and schedule demos for your sales team?

Demo 72

Launching A New Product? Don’t Forget The Rest Of The Company.

The Product Coalition

Do you have approval from legal and marketing for the solution/product name? Do you have compelling demos along with demo scripts? We all know one-size demos are not effective and not everyone is a great presenter.

Demo 114

How we use bots at Intercom

Inside Intercom

On our demo page, the bot triggers immediately and gathers the person’s company name, email address and personal name. We’ve talked a lot about how businesses can use chatbots to accelerate sales, marketing and support.

6 Signs Your Agile Teams Might Need Training

Agile Velocity

This disconnect from a deep-rooted appreciation of the desired Lean-Agile mindsets and value of building self-organized and empowered teams, leads to organizations not moving past command and control project-based thinking and practicing Scrum in name only. .

Agile 56

In-app Guidance: How to Activate your Users Without Boring Them

Userpilot

As the name suggests, a product tour is a brief overview of your product. Once they’ve signed up and installed the Chrome extension, users are shown the demo document. This demo document is (purposefully) full or errors and typos.

Demo 65

How a Well-designed Mobile App can Eliminate the Stress of Travel

Apptentive

Picture this: You’re sprinting through the maze-like airport as the airline calls your name over the intercom. Start a demo of Apptentive’s mobile app customer feedback platform today.

More deals, less work: how to unlock new efficiencies with sales automation

Inside Intercom

“With less time spent on manual tasks, sales reps can focus on more impactful work: personalized outreach, demos, negotiations” Here’s a familiar example: routing leads to sales reps. Operating a sales organization at any scale involves a lot of tedious, repetitive work.

Demo 100

Managing Manufactured Products: Preparing to Launch

Mind the Product

Pilot units can be used most effectively for sales and marketing purposes: demo samples, collateral development, trade show inventory, and so on. I’ve never seen extra demo units go unused for long, and the cost of stocking out as you’re just getting your sales team and customers excited about trying out your product far exceeds the cost of some extra time and material spent in the pilot phase.

Demo 91

6 Signs Your Agile Teams Might Need Training

Agile Velocity

This disconnect from a deep-rooted appreciation of the desired Lean-Agile mindsets and value of building self-organized and empowered teams, leads to organizations not moving past command and control project-based thinking and practicing Scrum in name only. .

Agile 52

Win the “Customer Value” Relay Race and Dominate Your Market

Proficientz – Product Management University

Do it early in the sales process and your presentations and demos will flat out “nail it.”. Wallet share is the name of the game! If you’re going to dominate your market, you have to make the customer organization measurably better at their business, from the top down. Products and services are the means to the end, but every customer-facing function in your organization plays a role in delivering customer value. It’s like relay race.

Scaling and Positioning Sprout Social’s Product Marketing Team

Pragmatic Marketing

We partner closely to execute betas, maintain our demo environments, better understand pain points and gaps in the product and facilitate product feedback mechanisms to our Product Team. Giving your PMMs a chance to go deep on things like pricing strategy, market research, branding and naming exercises, and even seemingly negative things like sunsetting a product or facilitating a sticky change management release — these are all ways to keep the work interesting.".

Scaling and Positioning Sprout Social’s Product Marketing Team

Pragmatic Marketing

We partner closely to execute betas, maintain our demo environments, better understand pain points and gaps in the product and facilitate product feedback mechanisms to our Product Team. Giving your PMMs a chance to go deep on things like pricing strategy, market research, branding and naming exercises, and even seemingly negative things like sunsetting a product or facilitating a sticky change management release — these are all ways to keep the work interesting.".

How to Break into Product Marketing Management (PMM)

PMLesson's Ace the PM Interview

Just like the name says, product marketing management is the marriage of both product and marketing (hence why the function is found in either the marketing or product departments). Wondering how to become a PMM?

Rethinking the Need for Generalizing Specialists

Johanna Rothman

The team looks at the work and discusses their concerns, ideas, acceptance criteria—you name it. Hooks for logs and demos. Anything else that makes development, testing, demo, and release easier. Early on in my agile practice, I believed in generalizing specialists. I even wrote Five Tips to Hiring a Generalizing Specialist. However, if a team becomes collaborative, I no longer think we need generalizing specialists. That's because the team works and learns as a team.

Demo 56

3 SaaS Companies Radically Optimizing Business Operations

Izenda

Named the top-rated online payroll software of 2018 by PC Magazine, Gusto is a platform for payroll, human resource management, and administration capabilities. Learn more about the features and benefits of our BI software and request your demo today! With the rapid growth of cloud computing in the business world, software as a service, or SaaS, companies are taking their capabilities further than ever before.

Product Manager Job Description for B2B

Proficientz – Product Management University

Make sure those products and solutions can be delivered, marketed and sold in a manner that supports [our_company_name] strategic goals and financial targets. Customer-facing roles (that possess many of the personality traits above) such as: Pre-sales consultant (demo specialist). This product manager job description is written specifically for B2B. What makes the product manager role unique in B2B?

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Who Owns Product Experience?

Gainsight

You may be thinking, “Product experience should be owned by product teams—after all, it’s in their name.” Sales: Conducts demos and qualification calls that help and guide users to move down the funnel. Sign up for a demo today. SCHEDULE A DEMO.

Demo 56

Confluence, ScriptRunner and Impersonation

Modus Create

In this block of code we define the endpoint name ( myEndpoint ), the type of HTTP method it accepts ( GET ), the groups that can execute the endpoint ( service-users ) and then the rest of the body of the method.

The marketer that’s always on? Your chatbot

Inside Intercom

For instance, encourage a first-time visitor to sign up for your newsletter but nudge return visitors to book a demo. We use chatbots on all the key pages of our site, including our pricing page, demo page, and even the blog you’re currently reading this article on!

From Awareness to Adoption: Keys to a Successful New Feature Launch

ProductPlan

Leveraging industry personalities and social media influencers is another way to build up buzz before the new product or feature is even available, plus it can add some name-brand street cred during launch and ongoing promotion.

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How Google Conducts User Research to Ensure Customer Loyalty

Usersnap

Namely, researchers can read and record total body language, not just what a laptop or phone cam portrays. Contact us for a demo today. Google’s tech alone didn’t build them into a top company, User Research matters too!

UX 112

8 client collaboration tools for web development agencies

Usersnap

Let’s name a few of them: Task and Project Management. The only way to learn more about how much the software cost is to request a demo with a Workzone sales rep. that had to change its name after a long-standing trademark dispute. .

What’s the difference between quantitative and qualitative research?

Userzoom

Every facet of UX testing was explained to me in detail, with practical examples and demos delivered along with a reading list of all the key UX texts. In my first few weeks of working for a UX testing company I was put under a rigorous training programme.

Introducing Dependencies (BETA)

Roadmunk

Between teams, initiatives, deliverables—you name it: the combinations and levels of complexity are endless. P.S. Join us for a webinar on March 7th for a demo on Dependencies and bring your questions (big or small) for a live Q&A.