Are you an implementation consultant looking to take your demos to the next level? Do you struggle to showcase the value of a solution to a customer beyond simply meeting their requirements? In this session, we’ll explore how to transform your demos from a point-and-click demonstration to a strategic demonstration of value, as a solution engineer would do. We will dive into the key elements of a successful demo that showcases the value of a solution. We will discuss the importance of understanding the customer’s business goals and how to map solution features and capabilities to those goals. We’ll also explore how to showcase the solution’s key differentiators and unique value propositions and how to articulate those in a compelling way. This session will provide implementation consultants with a framework and practical tips for transforming their demos from a point-and-click demonstration to a strategic demonstration of value. You’ll leave with a better understanding of how to showcase not only the function but also the solution’s value to the customer’s business objectives, and how to create engaging and memorable demos that inspire action.

1. How to demo like a Salesforce Solution
Engineer.
“Point and Click” to “Value Driven”

2. OUR SPONSORS

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n
What has made a presentation
or demonstration stand out to
you ?
Engaging
Passionate
Insightful
Inclusive
Funny
Relatable
Interesting
Compelling
Knowledgeable
Useful
Personalised
Applicable

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WE DEMO EVERY DAY!

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n
Senior Solution Engineer
High Tech Industry
Jasmine Ashley

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“See that girl, watch her scream,
kicking the dancing queen” …..
…. “See that girl, watch that scene,
dig in the dancing queen”
from ABBA’s ‘Dancing
Queen’.
Why are we
here?

7. DEMO 1 - Point & Click

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“Point and Click” to “Value Driven” Journey
5
3
2
1
Know your
Audience
Know Where
your solution
hits
Know the
Business
Practical
Checklists
4
Value Map

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● More than just a persona
● Get the voice of the audience
● What is the link to a process
● People have objectives.
● Who is interested, resistant or, avoidant
● What pains do they have themselves
● Put yourself in their shoes
● ASK
Know your audience
Chapter 1
Engaging
Personalised

10. DEMO 2 - Tactical

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● People make a business
● Are they all looking in the same direction
● What are their public values
● What are the strategic pains
● What are they good at
● Where are they trying to go
● What is their culture like, Leadership
● What do they expect from you
Know the business
Chapter 2
Insightful
Compelling

12. DEMO 3 - Strategic

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Know where your solution hits
Chapter 3
● Align your solution to the personal objectives
● Align to the overall business objectives
● Align to the company values
● Customise your org to the customer brand
● State what problem you are solving.
● Use multiple use cases on one function to show
the scalability
● If they show interest in the feature offer to let
them drive you.
Knowledgable
Useful

14. #CD2023 @CzechDreamin
Engage the audience
Give Tactical examples Restate the why we are here
Highlight the problems
solved
Strategic Goals Metrics
Acknowledge the extras in the
room
Share your sources
Use the customer logos
and colours
How Value Driven Demos Help
Quote the customer,
stakeholder
Flexibility with the journey
Let those who have an issue
speak
Introductions with
Expectations
User Adoption
Change management
Give strategic examples
Engaged
Stakeholders
Improved Job
satisfaction
Sign off on Project
Clearly state the value
Champions
& Super Users

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Practical Tips Checklist
❏ Start every meeting with a name, role, what you want to get out of this session.
❏ When in a discovery with the customer - note down their stories, use cases
❏ When in a discovery - refrain from solutioning
❏ When in a demo, allow for pauses, acknowledge the negative
❏ Research the company, look on their socials
❏ Directly quote from them
❏ Add on 25% more time than what you think you need! this allows for flexibility
❏ Treat it like a conversation - Ask for their feedback while you show

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Practical Tools Checklist
❏ CSS Peeper (get their fonts) - Chrome extension
❏ Imageeye - Image Downloader (get their images) - Chrome extension
❏ Taqtic GPT Meeting Summary (get their quotes)- Chrome extension
❏ ChatGPT - research public information on company values etc
❏ Every Bodies Demo Org - available to all
❏ 3 finger swipe (Mac) / set up for other (link)

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Training & Resources
Demo to win Build confidence in your ability to successfully demonstrate software
2winglobal.com
Salesforce Discovery 101: How Salesforce Experts Execute Discoveries to set
Projects up for Success - Pei Mun Lim
Salesforce Community Speaker Academy - Keir Bowden

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Audience - what journey have you made recently?
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3
2
1
?
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?
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4
?
What would you add to it after this session ?

19. Thank you