Give your partners the tools to close more deals: interactive product demos. Help them wow their customers and build stronger relationships.
Objective
To boost channel partner success with interactive demos to elevate product knowledge, refine sales skills, and increase conversion rates.
Enhanced Product Understanding: Interactive demos can help channel partners understand the products or solutions they are selling more engagingly and comprehensively.
Improved Sales Proficiency: Interactive demos help partners better showcase key features and benefits, boosting their sales effectiveness.
Accelerated Onboarding: Interactive demos can expedite the onboarding process for new channel partners, enabling them to quickly grasp product functionalities and value propositions.
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: Start by identifying the personas your product caters to.
Identify Challenges: 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: 30 to 60 seconds to cover key topic, 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.
#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 Channel Partners/ 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.