Happy Friday,
Just back from Atlanta for our first Navattic Fanattic event of the year.
One theme kept coming up from customers: The same demo doesn’t work for every stage of the buyer journey.
Nicole Mott shared how her team formats demos differently depending on the goal:
Vision demos (2–5 min): High-level wow moments for execs and top-of-funnel
Micro demos (30–120 sec): Quick product workflows for BDR outbound
Discovery demos (12+ min): Deeper walkthroughs for prospects already in the sales cycle
Usually, shorter interactive demos perform better (true for Vision and Micro demos).
But Discovery demos are different.
In our State of Demo Automation, we saw these most often included 3–10 interest areas, letting buyers explore the parts of the product most relevant to them.
Prospects typically meet with an SE after two calls, so discovery demos are longer to help bridge the gap. They give buyers product context before that first technical call.
Basically, build your demo for the stage it’s performing on.
– Natalie Marcotullio (Head of Growth + Product Marketing)
