Today, we'll recap our episode featuring Pawel Jaszczurowski, Co-Founder & CEO of Demoboost, who's changing the demo landscape and capitalizing on the growth of pre-sales.
Listen to the podcast as we explore Demoboost's journey, GTM strategy, their exciting product developments and industry trends. See the highlights below.
Sales Pitch Round: When Salesforce Alums & their Customer Decide to Fix an Industry-Wide Issue
Pawel starts us off by stating, “roughly 80% of SaaS companies [budget is spent] on two things, product and go-to-market,” and the pivotal role of demos often goes unnoticed. Demos serve as the bridge connecting these two aspects, but they are challenging to produce and maintain.
Demoboost (Demo Automation Software) helps customers’ simplify the demo process for organizations by focusing on three pillars:
Empowering individuals at every level from CEOs to interns to execute a compelling demo.
Enhancing personalization by allowing businesses to tailor demos to individual customer needs within minutes through both live demos and demos that can be shared and interacted with.
Tracking and analysis across all demos to enable businesses to gauge effectiveness and make data-driven decisions.
The journey of Demoboost began for Pawel & Kamil Smuga while they were working at Salesforce with their customer Anna Decroix. Despite Salesforce's vast resources, the demo process was riddled with issues—delays, lack of visibility, and technical glitches. Recognizing this problem was not just within Salesforce but across numerous organizations, they all took a leap of faith, leaving behind their comfortable jobs and salaries to establish Demoboost.
GTM Round: Leveraging Pre-Sales, Champions and of course DEMOS!
At the core, Demoboost caters to companies within the B2B software realm, encompassing both SaaS vendors and channel sales (resellers and distributors). Their sweet spot lies in collaborating with businesses that have established sales teams of approximately five to ten people dealing with more technical and specialized products with a larger total addressable market.
Demoboost targets a multi-threaded sales approach across sales, product, enablement and marketing teams, but their primary point of contact typically lies within pre-sales organizations, given their ownership of the demo process. The delicate balance of the sale lies in engaging various functions within organizations. While sales and pre-sales teams readily understand the value of Demoboost, other functions often require more persuasion. Engaging champions and executive sponsors is crucial, as they play a pivotal role in internal advocacy, hear more about how Demoboost accomplishes this:
When it comes to competitors, Pawel notes that the demo space is evolving rapidly, with several players offering demo automation and interactivity tools. Although competition exists, Demoboost embraces this environment as it elevates the entire industry with the additional marketing and education around the relatively new category. They mainly find themselves competing with existing solutions or a mix of tools and methods, including video presentations, in-house demo environments, or prototyping tools like Figma.
Listen to what companies are using for demos today:
Demo Round (a very meta round): See How Simple Demo Creation Can Be
Using Demoboost, sales professionals can access a library of demos and personalize them for their customers. The tool enables users to capture any web-based or mobile application and parse them into individual screens, allowing non-technical users to edit the demos easily.
Pawel showcased how the tool provides speaker notes and a script for the demo, guiding the salesperson on what to say and what discovery questions to ask during the presentation. The tracking and analytics side allows sales teams to monitor live demo sessions and on-demand demos, providing valuable insights for lead scoring and opportunity evaluation.
Demoboost encourages customers to focus performance of demos on the number of demo views or sessions as the goal is to get demos in front of as many people as possible to iterate and improve quickly.
Watch a demo being embedded in a website that Pawel mentioned can drive thousands sessions and qualified sales ready leads:
Industry Trends & How Demoboost is tackling them with Product Development
Demoboost is focused on continuous improvements to capturing applications, enabling easy demo personalization at scale, and maintaining high-quality standards. Additionally, they are working on improving the delivery of demos, ensuring that the scripted content aligns with the product being demonstrated and emphasizing the importance of integrations to embed demos into customers’ existing systems seamlessly.
Regarding the market trends, Demoboost sees the pre-sales function becoming increasingly important due to the growing complexity of products and the higher demands of buyers. Pawel considers the middle funnel of the sales process challenging and messy, requiring more attention and innovative solutions. Pawel believes that organizations need to master the art of pre-sales and while AI can help automate repetitive tasks, the expertise and personalization provided by pre-sales professionals remain crucial, especially in complex sales scenarios.
Hear Pawel share more about on his view of industry trends:
Kudos to the Industry
Pawel gave a shout-out to several companies and communities making significant contributions to the pre-sales space:
PreSales Collective and the supportive community they’re building.
Consensus the pioneers in the pre-sales solutions field with continued innovation and growth.
Open-source Projects in pre-sales like Demo Monkey and Tamper Monkey), who are resourceful and creative in developing solutions despite budget constraints
As the sales landscape continues to evolve and products grow in complexity and integrations, the middle of the funnel and pre-sales will remain a cornerstone of closing deals. And tools like Demoboost will be key to making the sales team efficient and effective.
Find Pawel on LinkedIn where as long as she’s not asleep she will respond
Learn more about Demoboost at demoboost.com
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