I just watched a demo recording – about 45 minutes overall – where ~15 product names were mentioned, including both products and modules. Some had numbers associated with them, such as “Mobius-12”. By the end of the demo, I was overwhelmed…
As an interesting test, I asked 5 colleagues to watch the same demo. Once each had completed viewing it, I asked two questions:
- What do you remember from the demo?
- What specific product names do you remember from the demo?
The answers were illuminating and a bit frightening:
- What did you remember from the demo?
- “I got lost…”
- “Seemed like a lot of functionality…”
- “It was a firehose of features…”
- What specific product names did you remember from the demo?
- “There were a lot, I’m not sure…”
- “Moby-one or something…”
- “Chirp chirp chirp chirp…” (modeling the sound of crickets in an empty room)
What do you want people to remember in a demo: your product names or the problems your products address, along with the outcomes and business value?
Consider: if your prospect will only take away 3 ideas from your demo, what do you want them to remember?