Channel Partner & Reseller Demos

Give your partners the tools to close more deals: interactive product demos. Help them wow their customers and build stronger relationships.

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Objective

To boost channel partner success with interactive demos to elevate product knowledge, refine sales skills, and increase conversion rates.
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Enhanced Product Understanding:

Interactive demos can help channel partners understand the products or solutions they are selling more engagingly and comprehensively.

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Improved Sales Proficiency:

Interactive demos help partners better showcase key features and benefits, boosting their sales effectiveness.

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Accelerated
Onboarding:

Interactive demos can expedite the onboarding process for new channel partners, enabling them to quickly grasp product functionalities and value propositions.

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Consistent Messaging:

Help channel partners deliver a consistent sales message with standardized interactive demos that showcase key selling points

How to Implement?

1. Create a ready-to-use demo gallery:

Plan with Personas in mind

Start by identifying the personas your product caters to.

Present a Menu of Challenges per Persona

List the top three challenges or pain points each persona experiences.

Begin with Success Stories:

Introduce each demo with a success story showcasing how you’ve solved similar challenges for a (fictitious) client.

Tailor Demo Length:

Adjust the demo length based on the persona:
  • Executives: Usually interested in the reporting dashboards
  • Middle Managers/Individual Contributors: More detailed content as needed.

Customize Detail Level:

Ensure the level of detail matches the persona’s needs, keeping the demo concise yet informative.

2. Enable Channel Partners with speaker notes

Bullet Points Style:

Use bullet points for each page to keep the narrative concise and natural.

Avoid Full Sentences:

Write notes to sound conversational rather than reading like a script.

Include the Following Points:

  • Where We Are: Describe the current section of the product being demonstrated.
  • What We See on the Screen: Note what elements or features are visible.
  • Value to Prospect: Explain the benefits these elements provide to the prospect.
  • Qualification & Discovery Questions: List questions to ask at this point of the demo to uncover needs and qualify the lead.
  • Objection Handling: Provide answers to common objections that might arise.
  • Useful Materials: Include links to additional resources or materials relevant to this part of the demo.

Text-Based Narrative:

Prefer text-based explanations over video for easier updates; text allows you to modify individual screens without re-recording the entire demo, simplifying future adjustments.

3. Sharing Interactive Demos with Channel Partners

Organize Demos:

Create a structured folder with your best-performing and most current demos.

Share with Partners:

Use Demoboost's External Sharing feature to distribute demos to your global partner network.

Monitor Performance:

Track demo usage and effectiveness through partner analytics.

Support Engagement:

Use the Comments functionality to engage with partners, addressing questions and providing support based on feedback and lead data.

4. Choose & customise your demo before the intro call- Tips for Presenters

Research: Investigate the industry and persona you'll be meeting.
Select the Right Demo:  Choose a demo that aligns with the specific use case.
Personalize: Customize the demo by adding the prospect's logo, text, or images. Utilise Demoboost Variables functionality to efficiently hyper-personalise your demo to the opportunity you are dealing with.
Present in Live Demo Mode: Use Live Demo Mode to integrate data with CRM opportunities.
Share the demo: after the meeting as a follow up

5. Channel Partner Demo Structure

Depending on your channel partners' familiarity with your tool, you can offer a range of demo options, from simple introductory demos to more detailed and complex presentations.

Linear Demo:

  • Purpose: Perfect for introductory calls where time is limited.
  • Content: Utilize up to 10 key charts to provide a succinct overview of the tool.
  • Duration: Keep the demo within 10 minutes to maintain engagement.
  • Structure: Follow a simple, sequential click path that is easy for the sales rep to navigate, ensuring a smooth and focused presentation. This approach is designed to quickly showcase core features without overwhelming the prospect.

Interactive Tour Demo:

  • Purpose: Best suited for calls with more informed buyers who seek a deeper understanding.
  • Content: Features a linear click path combined with a table of contents that allows navigation to different sections.
  • Flexibility: Enables the sales rep to jump to relevant sections based on the prospect’s questions or interests. This structure provides a balance between a structured presentation and the ability to adapt to the conversation.
  • Benefit: Reduces anxiety for the sales rep by offering a clear talk track while also accommodating dynamic, in-depth discussions. This approach supports a more tailored and interactive demo experience.

Sandbox Demo:

  • Purpose: Ideal for advanced AEs and more complex deals where a deeper dive is needed.
  • Content: Offers a complete replica of the tool, allowing for extensive customization.
  • Flexibility: Sales reps can turn on or off specific features or demonstrate the entire environment as needed.
  • Benefit: Provides the flexibility to explore various parts of the product and adapt to the prospect's evolving needs while still following an established talk track. This setup supports a highly interactive and detailed presentation.