Overheard a channel partner trashing our demo script at a trade show in Denver

At RSAC last month I was standing near the booth next to ours and caught two partner reps talking about how our 10 minute demo was basically a feature tour with zero threat story. They said prospects check out after 3 minutes because we show dashboards instead of showing how we stop a real attack chain. That hit me because we spent 6 weeks polishing those slides and never tested them with anyone outside our own marketing team. We rewrote the whole thing around a phishing to ransomware scenario and cut it to 4 minutes. Our sales calls in the last 2 weeks have gone way better, people actually ask questions now. Anyone else built a demo from a partner's feedback loop or do you all just trust internal reviews?

2 comments

2 Comments

craig.john4d ago

Never trusted outside feedback until I got burned the same way.

jenny_hall4d ago

Three years back, @craig.john, I started logging every mistake in a notes app and it saved me twice since.