In this moment, excerpted from the session “Optimal Case Study: Stoneridge & Yaveon Modernize Qualitech with Business Central“, George Delp, CEO, Yaveon, and Eric Newell, CEO, Stoneridge Software, raise the importance of prepared demo presenters in establishing credibility, acknowledging that clients can tell if you don’t know what you’re talking about.
Key Takeaways
- Demo readiness: It’s critical for organizations to have individuals who do their own discovery and demos. Because Yaveon has 30 apps that its demo presenters need to understand, its presenters learn the apps through a stacked approach.
- Client relationships: Because its presenters become so knowledgeable about the product, prospective clients often ask to work with them directly. Yaveon sells through and supports its partners, which helps it compete against other industry-specific players on the demo side.
- Establishing credibility: Delp explains that this is “probably the most important thing…to lend credibility that you know what you’re talking about.” While they have to be upfront that the “demo guy” can’t necessarily do the implementation, it’s a big deal when presenters are so knowledgeable that they demonstrate that the organization can deliver what they show.
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