How do you personalize your product demo for different roles?

It’s necessary to understand what stage of the funnel the prospect is present or to know the requirement/need and it’s further steps. Each stakeholder and their contribution to their organisation success is unique and different and thus their expectation is so. Understanding their personal win from the implementation post successful demo is necessary too which will further streamline and help in expediting the process.

Personalize your message, tailor the demo, and cater to unique need. You can engage each role more effectively and increase your chances of closing the deal. Gather info on each role's responsibilities, challenges, and goals. Build detailed personas. Focus on features relevant to their specific needs. Connect features to their pain points and desired outcomes. Use their company context & challenges in your demo. Adjust technical depth based on their expertise. Use industry jargon relevant to their role. Highlight specific scenarios where your product benefits their unique role. Show real-world examples with similar companies. Let them test features relevant to their role. Encourage questions and address their specific concerns.

Establishing expertise in a sales process (I like Miller Heiman) is crucial. By identifying buying influencers roles' (User Buyer, Technical Buyer, Economic Buyer or Coach) and understanding their 'win-results,' demos can land successfully more often. For instance, I generally have different versions prepared I can pull in from depending on who I think will be in a meeting but am always prepared to pivot if needed. i.e., focus on technical capabilities for Technical Buyers and ROI for Economic Buyers. Consistency in a structured, tailored process ensures impactful demos that support your brand, resonate with the decision-makers, and increase the company and your personal credibility.

Read a book called Strategic Selling. It has a road map called a blue sheet that clearly defines how to play in complex sales cycles and helps you to track your progress.

Its easy, Think like a Chef...Same spices but different dishes and tastes. For the CEO, you serve up a strategic overview, highlighting ROI and big-picture benefits. For the techies, you offer nuts and bolts, showcasing customization and integration options. And for the end-users, focus on simplicity and how it makes their lives easier. It's all about serving up the right flavors for each guest at the table

Understanding customer requirements is important because that will help bring about the best quality of product. You will be able to easily bridge the gap between customer ask & product deliverables

Take the time to truly understand your client, their objectives, and the obstacles they face. Tailor your approach to directly tackle their unique goals and challenges. Avoid overwhelming them with an extensive list of services that may not align with their specific business needs. Instead, focus on providing targeted solutions that resonate with their requirements.

When planning a product demo, identifying your product champion is key. This person is the one who is excited to have your product onboarded, and will facilitate to advise key people in the organization who are the ones to target to move the deal forward.

One approach I found really helpful is incorporating coworkers who have served in the target role to help improve the effectiveness of the demo. If you're using demo videos, consider making multiple videos, one by each coworker targeting each role among your prospects.

Highlight the benefits: Customizing your product demo means highlighting the benefits of your product that are most relevant to each stakeholder. For example, if you are targeting an IT manager, you'll focus on the security and maintenance advantages of your product. If you're targeting a marketing manager, you would focus more on branding and customer engagement. Personalizing your product demo to different roles can make a significant difference in your sales efforts. When done properly, it helps you to create a more relatable story to each stakeholder in the organization.

Often, product showcases and demos tie back to who's in front of you and the decision-making power they hold. As an operator - I don't need a storyboard in the demo. Focus on my interest areas and how effectively do you solve my problem at hand. As a decision maker - tell me about the benefits it carries across my teams, how cost-effective can this tool be and whether it aligns with my company vision and long-term output. Cater, in-depth, to roles who make sure your product sticks and does not get replaced easily

Segmenting roles within your audience tailors your product demo to address specific interests: - **Decision-Makers**: Highlight how the product aligns with strategic goals and offers a solid return on investment. - **Influencers**: Focus on the product's technical capabilities, problem-solving potential, and ease of integration. - **Users**: Demonstrate the product's ease of use, efficiency in completing tasks, and overall enhancement of the user experience. - **Evaluators**: Present data on product performance, competitive advantages, and the support structure. By categorizing stakeholders into these segments, you can prioritize your messaging to resonate with each group's unique concerns and decision-driving factors.

What was helpful for me was keeping product vision, goals and key success metrics continiously tied to the product demo targeted to different audiences to fit to their specific interest on how their pain points and gaps are resolved from the product and solution demo.

Segment roles for a focused product demo. Decision-makers prioritize strategic impact and alignment with goals and budget. Influencers seek technical solutions meeting standards. Users value usability, making tasks easier. Evaluators focus on superior performance and quality. Tailor your demo to address these specific concerns for maximum impact.

Hacer una presentacion del producto es bueno para el primer conocimiento, pero lo que de verdad engancha al cliente es que pueda participar, interactuando con el producto, aportando sus dudas, y pudiendo resolverlas insitu, o al aportando ideas. Si te rodeas de compañeros con experiencias e ideas de otros clientes que puedan aportar a tu cliente siempre es enriquecedor, y eso ayuda a generar confianza en tu cliente. Aportar siempre es mas.

Segment the roles as per the user personas. Additional segmentation can be carried out by revenue , income , demographics etc .

Segment them based on their interests, needs, and how they will interact with your product: 1. Strategic vs. Operational: Executives need strategic benefits while managers and team leaders look for operational efficiency. 2. Technical vs. Non-Technical: Technical staff will be interested in the “how” of the product, whereas end-users and some managers may be more concerned with the “what” and the “why.”

One thing to consider can be the relationship between the influencers. On top of each influencers “KPI”s, the decision maker might have a different level of relationship with the end user. In that case, you can primarily focus on what solution you bring to the end user, use it as a reference while “convincing” the actual decision maker. Even though you may not bring the best financial solution, the end user might have enough influence to finalize the deal for you.

I love this question and it plays weel in the Beauty industry on the sales floor. The demo for the sales associate is such that you are showing them a signature demo on how to apply the product onto a customer and how to highlight sensorial effects, etc. For the customer, you are demo'ing the product to show them how to apply on themselves, what the product will feel like and what to expect from using it - it's much more personal to what the customer needs may be.

I strive to be as impactful as possible as quickly as possible. I don't want to do a product "tour", I want to come right out of the gate BAM! here's your use case and I solved it in three clicks. I want them to sit up and say "wow" right away. That means understanding what the use case is for that persona and getting straight to it, and in turn that means understanding the customers business, the particular persona's role in that business, and particularly anything unique about them. Then tailoring at least the first couple of use cases to demo just that. Stop and ask "How do you do that today?", "How much time do you spend doing that?" to highlight the value you are going to bring them.

Focus on the outcomes by persona/roles. What is in it for them? Once you truly understand the benefits, you can then determine the best way to personalize the delivery of the message. Be it demos, simulations, workshops, etc.

Tailoring the message to meet the specific needs and interests of the audience leads to a personalizing a demo that can be achieved by gathering information about the prospect beforehand and using that information to customize the message. Also understanding the challenges, goals, and prospect preferences, you can create a demo that relates with them and showcases how your product or service can address their unique needs.

You can only customize the message if and only if you have been able to segment your customer's roles and their painpoints. For some, storytelling may be a good way to explain how your product meet the needs of your target audience. For some, they are only interested in knowing the unique value propositions of your product and how it is different from other product offering similar service to your product. And each of them needs a well crafted demo message that will actually resonates with their needs.

While most of us do personalised story telling, in my experience our effort in terms of curating the demo as per market scenario makes a huge difference and shows our commitment. It’s also ensures the audience’s attention is taken care of. This also ensures our understanding of the market. Example In the demo application use customer logo, it’s font and colours (as applicable) In the demo application use actual names of the customer region. Example show names of actual cities of the customer If the demo has a use case of showing a geographic region on a map show exact customer location and not any random location. Needless to say currency, names of user persona’s language and success and error messages must be customised.

Wir erzielen beachtliche Erfolge, indem wir unsere Entwicklungskunden (d.h. Kunden, die mit uns sehr eng zusammenarbeiten und die ERP-Software testen) als "Testimonial" einsetzen. Es ist immer einfacher eine Software in einem bestehenden Unternehmen LIVE zu "testen" bzw. zu erleben. Hierbei segmentieren wir sehr stark via Marketing-Automationen, indem wir verschiedene Thesen in unserem Sales-Cycle laufend überprüfen, um den Pain der Kunden besser zu verstehen und daraus geeignete Maßnahmen abzuleiten. Unsere Quoten haben sich um über 50 % verbessert.

The answer to this is in the question --> How do you PERSONALIZE your product demo for different roles? Every role is unique, so every role uses your product in a somewhat different manner. Understand those differences and then develop scripts that are unique to those roles, highlight different features based on the different users, create a demo that shows how different roles will interact with your product in different ways, etc. In other words, personalize the demonstration so that it is not a generic, one-size-fits-all demo. Too many product demos assume there is only one user, so they're focused on that one. Don't do that. Stand out by showing you understand there are different users with different needs.

I've written lots of scripts for product demos. And yes, you want the message to be relevant to the persona you are speaking with. First understand what their pain points are. Why is this offering relevant to them to begin with? How will it make their job easier? Demo how it solves for the pain points while sharing the benefits. Lastly, it's always great to show proof points as to how it benefited another client in a similar role. Get a quote or data points. Just make sure the demo is accurate and the data used make sense.

Customize your product demo by aligning your message with the: - Storytelling: Present stories that show strategic success for decision-makers, problem-solving for influencers, enhanced daily experience for users, and proven excellence for evaluators. - Value Propositions: Communicate ROI and market edge to decision-makers, technical benefits to influencers, ease of use and efficiency to users, and reliability and performance to evaluators. - Social Proof: Use testimonials, case studies, user reviews, and expert endorsements to provide credibility and address each role's unique concerns. By adapting these techniques to the distinct needs of each role, your demo will more effectively resonate and address their particular criteria.

Think about the best role at your company to deliver the demo. Maybe for one role cohort its sales and for another cohort it’s a solutions engineer or even someone in Csuite. The latter isn’t scalable, but worth considering for growth companies or when you’re launching new product.

A It all depends on the product your showing B The customer your showing it to C The MOST important? Does it feature something they don’t have and need to compete? As well as the market they have.. And most importantly ? Exclusivity make a huge difference..

In my experience, while delivering your product demo, according to to suit each role's preferences, expectations, and feedback; you should take care of ROI (Return of Investment) into consideration for each segment even not financially responsible ones. Every segment should reply to their management even to themselves how to return the product investment in a short time. So, short, middle and/or long time ROI plans should be ready!

1. Know Your Audience: Understand their roles, needs, and priorities - SEGMENTS! 2. Customize Content: Tailor demos to address specific pain points and responsibilities. 3. Highlight Relevant Features: Emphasize features most beneficial to each role 4. Use Industry Examples: Showcase how your product can solve industry-specific challenges. 5. Address Concerns Proactively: Anticipate objections and address them during the demo. 6. Offer Interactivity: Use interactive elements to engage participants. 7. Adapt Language and Tone: Match your communication style to each audience 8. Seek Feedback: Gather input to refine your approach for future demos By following these steps, you can effectively personalize your product demos for different roles

Tailor the product demo to understand your audience and highlight specific features and benefits relevant to each role, showcasing how the solution addresses their unique challenges and goals.

Tailor your product demo delivery to each role's preferences using pacing, interactivity, and personalization. Adjust the speed and order for pacing, engage them through interactivity aligned with their learning style, and personalize by incorporating their name, industry, and company details. This approach increases trust, captures interest, and sets your product apart from the competition. Highlighting value and features uniquely will make your product stand out effectively.

One thing I like to do often from a product software demo is to let an end user try out the software during the demo. This tends to open the door for some great feedback and interaction with stakeholders.

Absolutely, tailoring the delivery of your product demo is crucial for resonating with each role effectively. Pacing, interactivity, and personalization are key strategies to ensure your message is not only heard but also felt. This approach not only caters to the unique preferences and expectations of each role but also significantly enhances the overall impact of your demo. By making each participant feel understood and valued, you're much more likely to leave a lasting impression and move closer to achieving your business objectives.

In my personal experience, knowing your ICP definition is only half the battle in the process. An ICP definition is a great way to assess who your best-fit customers are, but an ICP doesn’t consider how that customer makes purchasing decisions. In that case, deciding the buying committee is the key. A buying committee defines what stakeholders are involved in evaluating and purchasing your product, and how they interact. However, they just fall under these 3 categories 1) Functional user 2) Functional leader and 3) executive approver  Buying committees shift over time, and ensuring your go-to-market and product teams are iterating on this information on an ongoing basis is the key to having a personalized and successful demo video.

One thing I found really useful is to think about *job stories* instead of just key decision-makers & benefits. What are the use cases they need and how do these use cases resonate depending on their role / function?

1. Preparation: Research your audience in advance. Understand your ICP. 2. Feedback: Encourage questions and feedback during the demo to address any specific concerns and gauge their interest and understanding. 3. Follow-Up: Customize your follow-up based on the role. Provide relevant additional information, case studies, or answers to technical questions. 4. Training and Support: Highlight the availability and structure of customer support and training resources, tailored to the needs of each role. 5. Use Cases and Storytelling: Use real-life examples and stories that resonate with each role, demonstrating the impact of your product on similar companies or industries.

In my experience, When personalizing product demo for different roles: Internal KOL(Key Opinion Leader)s should be chosen from each segment. These KOLs should pass your message to their colleagues internally. Their message’s impact would be more than yours. Therefore invest for people (KOLs) before delivering your message, they will help you in while delivering your message. Since KOLs positively would be informed/inspired previously, they would let their people be ready while listening you .

1. Know what your competitors offer and how they fare against you - whether better / worse: and plan a narrative accordingly 2. Test with the Ideal customer you built this for & understand whether they like it! Check how responsive they are to your product 3. Take constant feedback, and roll-out consistent updates. Remember, even 1% improvisation compounds in the long term

Tailor your presentation to address the specific needs, highlighting how your product solves there challenges rather than just listing there features.keep it engaging and encouraging questions and providing clear, and relatable examples

Personalizing product demos for different roles is similar to crafting a meal with unique ingredients for each guest. For executives, it's about showcasing how the product can boost profits, streamline operations, and elevate the brand's reputation. Operations managers crave efficiency and want to see how the product can optimize processes. Technical personnel require detailed specs, compatibility, and compliance information. Sales teams need engaging, persuasive narratives. Finally, training and support staff need comprehensive tools and resources. Tailoring each demo to its audience ensures a satisfying and engaging experience.

All of the items above 1. to 4. are actually included in the idea of 'persona'. We have to identity the role of the targeted person in the organization, define their concern, create the demo story and deliver it. Those four items are not the separated ways, but the parts of series of sales processes.

DTC marketing: + Greater control + Better understanding customer + Faster time to market + Better margin + Authentic in your act

Es muy importante definir el mercado objetivo, ya que de acuerdo al cliente se diseña una estrategia y el canal de difusión, por ejemplo: Si tú producto va enfocado a personas de la tercera edad, quizás valga la pena hacer publicidad en espectaculares o parabuses y no así en redes sociales como TikTok dónde quizás se encuentre la menor parte de tú público objetivo.