Ben Kennedy, senior sales engineer at Branch.io, believes you are using your software trial incorrectly in your sales motion.
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?
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?