In an insightful conversation with Edmund Frey, Chief Revenue Officer (CRO) at Spryker, we explore his pivotal role at the organization, the challenges faced, and the transformative decision to adopt Demoboost, a demo automation platform, for optimizing the e-commerce giant's sales processes.

Q1: Edmund, can you briefly introduce yourself and your role as the Chief Revenue Officer at Spryker?

Edmund Frey: Absolutely. As the Chief Revenue Officer at Spryker, I oversee the seamless integration of sales, marketing, and customer success to ensure the continuous efficient growth of our e-commerce venture.  In my capacity, I've long been immersed in the dynamic and challenging topic of demos.

Q2: What are your biggest challenges in your role?

Edmund Frey: In the ever-evolving e-commerce landscape, staying ahead is a constant challenge. Adapting to market dynamics while keeping sales processes efficient is crucial. With a commerce solution like ours, seeing is believing and that’s where the demos come in. However, doing demos for a commerce platform is a beast! There is extensive programming involved with the need for numerous personalizations. The complexity lies in investing time and resources to qualify the use cases, build tailored demos, and simply not knowing the impact post-demonstration. Additionally, the inability to share the demo with stakeholders who missed meetings makes the process both labor-intensive and resource-demanding.

Q4: What led to the decision to implement a demo automation platform, and why did you choose Demoboost?

Edmund Frey: The demand for hyper-personalized demos in enterprise software sales prompted our search for a solution. Demoboost stood out due to its promise of simplifying the demo creation process through simple and intuitive demo creation, particularly tailored to our needs. After a thorough review of the demo automation vendors, we chose Demoboost thanks to the relationship we built with the team. When dealing with start-ups, one has to have confidence in the team and their ability to deliver on the process. Even during the buying process, Demoboost proved they could deliver on their promises. 

Q5: What specific challenges in your sales process does Demoboost solve?

Edmund Frey: Creating personalized demos used to be a painstaking four-week process involving back-end development and memorizing click paths. Demoboost became the shortcut, allowing us to build processes according to customer needs and drastically reducing demo creation time. Only the most promising deals would get personalized demos. The ones with a lower probability of winning would only see a vanilla demo. 

Q6: What specific results or improvements have you observed in your sales process since implementing Demoboost?

Have you seen any positive impact on revenue generation or customer satisfaction?

Edmund Frey: Absolutely. The streamlined and engaging demos facilitated by Demoboost have contributed to releasing time for the team and increased customer satisfaction and, consequently, higher conversion rates.

Thanks, Edmund for this conversation! We are looking forward to further partnering with Spryker!