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Future of Presales Report
Learn how presales is evolving and howyour team can stay ahead in atech-driven sales landscape.
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When your product ships faster than your demo can follow, every sales call becomes a liability. A small Sales Engineering team at an AI-powered cybersecurity startup solved it — by rebuilding the demo stack entirely.
The six-month gap
Radiant Security's platform is an AI-powered Security Operations Center. It ingests alerts from across a customer's environment, surfaces the ones that matter, and guides analysts through investigation and response. In a category where buyers are evaluating your ability to keep up with an ever-shifting threat landscape, looking current isn't cosmetic — it's the whole pitch.
Laurenz Nascimento, Head of Sales Engineering at Radiant Security, knew this better than anyone. Supporting a global team across the US, Brazil, Peru, Israel, and Portugal, he was the one standing in front of prospects trying to close that gap between what the product could do and what the demo was showing.
The gap, for a long time, was six months.
Radiant Security had been running on Demostack for over two years. And for a while, it worked. But as the product evolved — new alert types, new UI, new investigation workflows — the demo environment couldn't keep pace. Every significant update effectively required starting from scratch. A single significant update could consume two days of preparation time — time spent rebuilding rather than selling. The manual cloning process was slow. The team accumulated a collection of smaller, piecemeal demos built to plug specific gaps, but these lacked the interactivity and coherence that complex cybersecurity sales require.
The more fundamental problem, though, wasn't speed. It was architecture.
See how Demoboost compares. Top presales teams have already made the switch. Find out if it's the right fit for your workflow.
The best examples don't live in one place
Here's the reality of selling a security platform: the most compelling demo content isn't sitting neatly in a single staging environment. It's distributed. A particularly interesting alert pattern might exist in one tenant. The clearest example of an investigation flow might live in another. A partner's environment might have exactly the right scenario to illustrate a specific use case.
With Demostack, those examples stayed where they lived. There was no practical way to pull screens from multiple environments and compose them into a single, coherent demo narrative. Every demo was limited to whatever happened to exist in the environment that was cloned that day.
For Laurenz, this was the structural constraint that ultimately drove the switch.
Laurenz Nascimento
Head of Sales Engineering
Radiant Security
Interesting examples live in different environments. The ability to build a coherent story for a demo is what made us switch to Demoboost.
Beyond live demos, there was a second problem: sharing. Radiant Security's product isn't quick to evaluate — a full deployment takes weeks, time that many prospects won't commit to early in the sales process. A shareable sandbox that lets a prospect experience the platform before committing to an implementation would unlock an entirely different kind of sales motion. Demostack made that difficult. It was another reason to look elsewhere.
Building the story, not the environment
When Radiant Security moved to Demoboost, the first thing that changed wasn't the demos themselves — it was the unit of work.
Instead of cloning an entire environment and hoping it captured the right material, Laurenz could now build by composition. Capture screens from production. Capture screens from staging. Pull in an alert from a different tenant entirely. Wire them together into a single, navigable flow that tells exactly the story a prospect needs to hear — regardless of which environment each piece originally came from.
The flagship sandbox grew to over 500 screens. It draws from multiple tenants and environments, covering a range of alert types, investigation paths, and evidence flows. A prospect exploring the demo can click through a realistic investigation — from alert triage to evidence review to escalation — without Radiant Security having to provision a live environment for the evaluation, and without the SE team needing to be in the room.
The second structural shift was modular maintenance. When the product ships a UI change — and at a fast-moving cybersecurity startup, that happens constantly — the team no longer tears down the entire demo to rebuild it. They update the affected screens, leave the rest intact, and get the current version in front of prospects quickly. Updates that once took days — or weeks for a large sandbox — now take hours. Across a typical update cycle, that's 10 to 20 hours returned to the team.
Laurenz Nascimento
Head of Sales Engineering
Radiant Security
It gave me the ability to update smaller parts of a current demo without starting from scratch, which was necessary to keep up with product updates. As an SE, I want to always show the newer capabilities.
For a startup where the competitive advantage is partly the pace of the product itself, being able to demo this week's capabilities rather than last quarter's is not a small thing.
Two sales motions, one sandbox
What Radiant Security built wasn't just a better live demo. It became the foundation for two distinct sales motions.
The first is prospect evaluation. For buyers who can't or won't go through a full deployment to assess the product, the sandbox gives them a realistic, explorable experience of the platform — alerts, investigations, evidence, the full flow — without any infrastructure on their end. It's the answer to the question every security SE dreads: can we just see how it works before we commit to anything?
The second is partner enablement. Channel partners need to be able to demo Radiant Security's product convincingly, in real environments, without requiring a dedicated SE on every call. The sandbox gives them something to stand behind — a demo environment that looks and behaves like the real product, that they can run independently.
Both motions were difficult to support before. Now they're built into how the team sells.
Account executives adopted the sandbox fast. The pattern was simple: Laurenz sent a direct link, they bookmarked it, and every time they needed to show the product, they clicked the bookmark and were in the demo. No login friction, no setup, no prep call required. For a sales team accustomed to being burned by unreliable demo environments, that reliability was the real unlock.
What comes next
The current sandbox reflects where the product is today. That's the point. But Laurenz is already thinking about what it looks like six months from now — not as a maintenance problem, but as a data problem.
The metrics he's watching aren't just usage numbers. He wants to know which screens prospects spend the most time on, where they go next, and how that engagement pattern maps to deal outcomes. A prospect who spends time in the evidence review screens is showing something different than one who lingers on the alert triage view. Understanding that signal — and shortening the cycle between engagement and close — is the next frontier.
Laurenz Nascimento
Head of Sales Engineering
Radiant Security
Updates that used to take days or even weeks can now be done in a matter of hours, which greatly improves the SE experience and speeds up the time to demo exciting capabilities. As a startup, the product updates so quickly that this is a must-have.
For a small presales team supporting a global sales team across five countries, that kind of leverage matters enormously. The demo is no longer something that requires the SE team to be present for. It's something that works while they're building the next version.
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