Designing a Demo Based on Discovery

Designing a Demo Based on Discovery

Purpose of This Lesson

To stop “one-size-fits-all” demos.

Translating Discovery into Demo Objectives

Before every demo, write one sentence:

“This demo will prove that TFAM can __________.”

Examples:

• “…reduce audit discrepancies”
• “…maintain asset accuracy between audits”
• “…create clear ownership and accountability”

If you cannot finish this sentence, do not demo yet.

Choosing What to Show

Every screen you show must support:

• The demo objective
• The customer’s pain
• A business outcome

If it doesn’t, skip it.