Reprise News

Case studies and techniques to create the best software demo

How to Tailor Your Demo

Joe Caprio Sep 8, 2020 11:32:18 AM
How to Tailor Your Demo

There’s a problem in SaaS sales right now. We’ve talked about it before - your buyers want a demo right away, on the first call, and you aren’t giving it to them.

But that’s not because you want to turn your process into a fist fight. You do have good reasons for pushing that discovery call before you get to the demo the buyer wants.

As a happy middle ground, sales teams are adopting a hybrid discovery/demo approach to the first call. Or, they’re offering a ‘business value’ demo on the first call (an overview), in exchange for discovery and then a full demo on the next call. Another approach we’re seeing is to demo “case studies” or "a day in the life" use cases of your product to test which value prop resonates with your prospect. It’s hard though...

How do you know “which pitch” to give if you haven’t done discovery??!

You Must be THIS Tall to Ride

Joe Caprio Aug 31, 2020 9:47:54 AM
You Must be THIS Tall to Ride

Backstory

I'm dying for a freemium model. I want it so bad. The seemingly overnight success at companies like Slack are too tempting to ignore. I don't think I'm in the minority in saying this; I think we all wish we could win our market this way. 

  • The acquisition costs are lower, as it requires fewer sellers
  • Buying is more enjoyable, which leads to higher NPS
  • As a result, the expansions and renewals come easier 

A friend of mine that is currently crushing with a freemium model explained it to me: “We use the free trial for two things -- lead gen of c

ourse, but also it proves if there is 'skin in the game' from the prospect. Before we allocate real resources to a deal, we can simply ask if they've gotten started on our freemium account or not."

It's a beautiful model. So, why am I staring down an 0-2 count on my previous attempts to create a product-led sales motion?

Demos on First Calls

Joe Caprio Aug 26, 2020 9:18:23 AM
Demos on First Calls

Personal experiences with this

I've been in sales for twenty years; across five orgs, three industries, under six different sales vp/cro types. I've been trained on five methodologies. I flew in a seven seater puddlejumper to spend a week in Marshall, Minnesota at a sales training boot camp put on by USBancorp. Another week in Louisville for a Sandler all-in. I've had John Barrows, Winning By Design, Force Management, and Sandler all in my building. (and I signed the invoices.) Nevermind the one day seminars, the speaking sessions at field events, and the deluge of selfie-thought leadership I get hit with on linkedin. 

I have been trained in sales. I have gotten sales training. A lot.

One constant, universally agreed upon principle in sales, across all variables, is that you don't demo on the first call. (just ask anyone.)

"Discovery, and then demo."
"Don't show up and throw up."
"Don't spill your candy in the lobby."

Regardless of where you got your sales training, you've probably had it drilled home that you should not be doing a demo on the first call. 

So, why do your prospects keep freaking asking?!

SaaS Demo Environments - A Maturity Model

Joe Caprio Aug 19, 2020 8:09:14 PM
SaaS Demo Environments - A Maturity Model

How did I collect this information?

Before launching Reprise I conducted 200 'product-market fit' interviews. I went outbound to my extended network on LinkedIn and asked for your time. I did brief introductory calls where we started with a demo and 'problem statement' -

"Your CTO won't build your demo environment and you can't build it yourself."

I asked you to help me understand your current state and how you arrived there. My goal was to understand how a typical SaaS company’s demo matured over time, as they grow and scale.

On these calls, the kindness and genuine interest from the market enabled me to really dig deep on the current state, before we would try to advise on the future state. This blog is a cheeky look at the current state of demo environments -- what do we demo, who builds it, and the various points at which we upgrade our demo.

Take a look. Does this resonate with you?

Peter Cohan on How to Get the End Result in a Software Demo

Picture of Samuel Clemens
Samuel Clemens Jun 10, 2020 8:15:00 AM
Peter Cohan on How to Get the End Result in a Software Demo

On a call with our founder Joe Caprio, Peter Cohan brought up a concept from his book Great Demo: How To Create and Execute Stunning Software Demonstrations. Instead of walking through a long, arduous demo the salesperson should instead “do the last thing first” and show the end result.

"As customers, we take a look at the end result right up front. And we make a very rapid decision: does this look interesting? Does this look like it will solve my problems?" ~ Peter Cohan

His analogy is to a prospect choosing a recipe in a cookbook: show them a photo of the delicious meal before you make them sit through the cooking instructions.

But how do you show the final “delicious meal” for your complex software product?

What Would You Change About Your Software Product?

Picture of Samuel Clemens
Samuel Clemens May 31, 2020 11:31:35 PM
What Would You Change About Your Software Product?

We set out with Reprise to serve sales teams. At our previous companies we had witnessed significant pain because our sales teams could not build a demo they loved. The production app was designed for customers, not for sales.

We developed a platform that allowed a business team to capture a web app, edit it without knowing code, and then host their own version. We assumed that sales would be the buyer.

Were we wrong? Are there other internal teams at a software company that need to show a variation of the product in order to do their job? Are there other internal teams that need their own product?

So far we have heard a dozen different cases where an internal team would want to modify the core software before showing it:

  • From a growth marketer: the Product Tour. You need product-led growth to generate ever-increasing amounts of pipeline. But the only way you can show prospects the product is on a call with a sales rep. What if you could make a curated version of the product and send it out as a link to prospects? Or make it the 2nd CTA on your home page?