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:

  1. What do you remember from the demo?
  2. What specific product names do you remember from the demo?

The answers were illuminating and a bit frightening:

  1. What did you remember from the demo?
    1. “Confusing…”
    2. “Complicated…”
    3. “I got lost…”
    4. “Seemed like a lot of functionality…”
    5. “It was a firehose of features…”
  1. What specific product names did you remember from the demo?
    1. “Um…”
    2. “There were a lot, I’m not sure…”
    3. “Moby-one or something…”
    4. “Zero…”
    5. “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?

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