Demo Excellence Playbook

DEMO STRUCTURE

Demo Flow Framework

DEMO STRUCTURE (45-60 min)

PRE-DEMO (5 min):
☐ Recap discovery findings
☐ Confirm priorities
☐ Set agenda
"Based on our conversation, I'll focus
on [priority 1, 2, 3]. Does that still
reflect your priorities?"

CONTEXT (5 min):
☐ Customer story
☐ Similar use case
☐ Expected outcome
"Let me show you how [similar company]
addressed the same challenge..."

DEMO (30-40 min):
☐ Priority 1: _____
☐ Priority 2: _____
☐ Priority 3: _____
Flow: Problem → Solution → Value

Q&A (5 min):
☐ Technical questions
☐ Use case questions
☐ Next step questions

CLOSE (5 min):
☐ Summarize value
☐ Confirm interest
☐ Define next steps

Demo Preparation Checklist

DEMO PREP CHECKLIST

ENVIRONMENT:
☐ Demo environment working
☐ Test data realistic
☐ Backup environment ready
☐ Screen share tested

CONTENT:
☐ Discovery notes reviewed
☐ Priority features mapped
☐ Custom data added
☐ Story prepared

LOGISTICS:
☐ Attendees confirmed
☐ Calendar invite sent
☐ Follow-up materials ready
☐ Technical support on standby

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