How do you adjust technical demos to different audiences?

Be prepared to throw your plan out the window. Preparation is great but you also will run into situations where the customer will throw a curveball and want to focus on something that they haven't brought up prior. Maybe they had some major sev 1 issue that they are now actively looking to solve sooner than later. Being able to think quickly and ask questions to better understand this new pain point and then if possible demo a potential solution to it on the fly is an invaluable skill to possess.

Also need to know the benefit to them personally when they solve real business problems. Personal wins drive urgency and help decision makers “see themselves living in the house”

With large organizations, a successful eval is likely to involve more than one demo. In my experience, the first demo is usually for the technical end user. This means understanding their environment, use cases, and pains they are experiencing that led them to seek out a solution. Later in the process, if all goes well, you're likely demoing to the decision maker. However technical the decision maker may be, their pains are seldom the same as the end user. Be prepared to talk more about observability, reporting, and ROI with as specific examples as possible. It's not unusual to give three different demos of the same solution to the same organization, but be completely different based on who is attending each one.

La demostración técnica parte de una presentación básica didáctica (teórico y práctica), la cual se adapta al público objetivo con el lenguaje de transmisión de información. Se debe estar preparado y en constante capacitación continua propia para abordar temas complementarios a tu producto.

Well, I usually ask about their Issue then try to address it in my technical demos. Here are some examples: -Issue: Slow website loading times Solution: Demonstrate how my product or service can help to improve website performance by optimizing images, caching files, and minifying code. -Issue: High customer churn rate Solution: Show how my product can be used to identify and segment customers at risk of churning. Then, demonstrate how I can use this information to create targeted retention campaigns. -Issue: High support costs Solution: Show how My product can be used to create a knowledge base, automate customer support tasks, and provide self-service options. So, by this, I can show my strength to meet their needs in my technical demos.

Conhecer o interlocutor permite que a apresenta??o seja ajustada para a linguagem daquele que irá ouvir, e isso é um princípio que deve ser seguido n?o somente em apresenta??es técnicas, mas também nas comerciais. Se estiver falando com diretores, fale sobre o quanto o produto poderá retornar financeiramente para a empresa; se estiver falando com a equipe técnica, destaque como aquele produto ou servi?o irá ajudá-los no dia a dia. Assim, saber com quem está falando define os objetivos a serem atingidos em uma apresenta??o.

It's important to establish your objectives for every call, including the demo call, in order to make the most of your time. During the prior discovery call, you should have gathered information about what your prospect hopes to gain from the meeting, which should be your primary focus. Consider possible questions the prospect may ask and prepare answers in advance. Determine what your call to action (CTA) will be and what the next steps should be. Ensure that both your demo and commentary align with the prospect's use case or goals for the call. Be sure to ask about possible next steps, but avoid being overly pushy in your approach.

El tiempo del cliente es importante para adaptar tu demostración técnica-comercial, los rangos están en 10 a 30 minutos pomedio. La primera impresión es importante para atraer al cliente, luego de lograr ese objetivo en siguiente interacciones se van despejando dudas.

Adapting your language means gauging how technical you should be in your communication, based on the job title of your prospect. For instance, you shouldn't use engineering terms when speaking to a HR leader who is interested in your training solution. Such a title is more interested in the return on investment (ROI) of the training, rather than the technical language used in its development.

En ese espacio de tiempo que te brindan para la demostración técnica debemos ser didácticos, la interacción debe ser bidireccional para que el público objetivo tenga confianza en transmitir sus dudas.

Ajustar as demonstra??es técnicas para diferentes públicos envolve simplificar a linguagem e os conceitos para torná-los acessíveis, destacando os benefícios relevantes para cada grupo específico e fornecendo exemplos concretos que ressoem com eles.