{"id":46841,"date":"2026-06-12T17:55:40","date_gmt":"2026-06-12T17:55:40","guid":{"rendered":"https:\/\/greatdemo.com\/?p=46841"},"modified":"2026-06-12T17:55:40","modified_gmt":"2026-06-12T17:55:40","slug":"buying-it-back-some-good-news","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/buying-it-back-some-good-news\/","title":{"rendered":"Buying It Back: Some Good News!"},"content":{"rendered":"

\u201cWhat they don\u2019t see won\u2019t hurt you!\u201d<\/p>\n

There\u2019s a remarkable difference between software and physical products: In software demos, unwanted or unnecessary features can be invisible<\/em>!<\/p>\n

In the world of video and movies they say, \u201cIf the camera doesn\u2019t see it, then it didn\u2019t happen\u2026\u201d Interestingly, the same is true for demos. If the prospect isn\u2019t shown capabilities then they don\u2019t exist, at least in their minds.<\/p>\n

Clearly, this is one of the most important objectives of doing discovery: to understand the Specific Capabilities needed and desired by the prospect. This gives you the list of what should be presented in a demo y<\/em> the list of capabilities to ignore and leave out.<\/p>\n

When you execute effective descubrimiento<\/a>, you identify exactly which features are \u201cmust have\u201d and \u201cnice to have\u201d and plan to show those in your demos. Leaving everything else fuera<\/em> of the demo makes the remaining, unwanted capabilities invisible.<\/p>\n

What you don\u2019t show, they don\u2019t know!<\/p>\n

What about value?<\/p>\n

Most vendors believe that \u201cThe more capabilities; the more value\u2026\u201d This is part of the reason vendors traditionally try to pack as many features and functions into demos as possible. These vendors cree<\/em> that by showing more, the perceived value of their software should similarly increase.<\/p>\n

Instead, they are buying it back with every additional click!<\/p>\n

This is why traditional \u201coverview\u201d and \u201cend-to-end\u201d demos put you at risk. And organizations that train customer-facing staff to learn their standard or \u201cGold\u201d demos perpetuate the problem. These demos ignora<\/em> discovery and emphasize vendors\u2019 perceived differentiators, Buying It Back every time!<\/p>\n

 <\/p>\n

Solutions?<\/p>\n

Do Discovery!<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

Apply Inverted Pyramid!<\/p>\n

https:\/\/greatdemo.com\/why-structure-demos-like-a-news-article\/<\/a><\/p>\n

Employ Great Demo!<\/p>\n

https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>\n

 <\/p>\n

 <\/p>","protected":false},"excerpt":{"rendered":"

\u201cWhat they don\u2019t see won\u2019t hurt you!\u201d There\u2019s a remarkable difference between software and physical products: In software demos, unwanted or unnecessary features can<\/p>","protected":false},"author":2,"featured_media":46842,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[10],"tags":[7],"class_list":["post-46841","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-methodology_basics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46841","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=46841"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46841\/revisions"}],"predecessor-version":[{"id":46843,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46841\/revisions\/46843"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/46842"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=46841"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=46841"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=46841"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}