Demos can be short or long.
How much is too much?
How much is not enough?
How do I get it right?
A good presales leader answer: it depends...Demo2Win, my trainer gave the example of an LP record (google it you millennials), as the length of time a good demo session should take. It represents an idea, and how you can approach it, with a reasonable size audience, with time for intros, discussion and planning next steps.
You might have several day's of material, or a customer who wants to investigate multiple parts of a major suite of products. Those things could mean for multiple sessions broken up over the course of a day or longer. Think of each of these bits like putting on a new record or album, and structure things accordingly. Don't just put on your Spotify liked tracks list on shuffle and leave it go for the day. You might like that, but other people will forget which parts they like, lose interest and leave early.
Here we're talking about how to get your current material into a format that will only fit on an LP record, structured, as we discussed in Part 1: Why? Suppose you have an hour long slot with your customer, and we suppose you lose time and the start and the end with people coming and going. It is vital that you get through your parts of the demo and summary/conclusion with a chance for the good stuff that are next steps to happen. LPs are split into tracks, dividing up your content in a similar way helps give people bite-sized chunks of information they can understand and remember.
If you have 3 main things to show in your product, each logical segment should have an intro and summary, and you should have an overall introduction/setup and conclusion to the demonstration segments about this solution as a whole.
This gives us about 11 divisions of time
- 3 demo segments, each with an intro/exit
- A start, and a conclusion
Working with your rep, you should be able to optimally use this time, and have them add some of the value statements as you go.