SESE Training – Matthew Fabian
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Demo best practices

Planning and delivering demos and pilots that prove value instead of touring features.

⏱ ~20 minModule 4 of 5Quiz ↓Common mistakes ↓
🎯 Learning objectives
  • Structure a demo around the customer's problems
  • Prepare an environment that won't fail
  • Run pilots with clear success criteria

Structure

  1. RecapTwo minutes: "Here is what we heard" — their problems and success criteria.
  2. Show the outcome firstStart with the answer: the forced-door alarm popping up with video and the cardholder photo, not the login screen.
  3. Scenario by scenarioWalk through 3–5 of their scenarios, each tied to a problem from discovery. Use their terms, sites and door names where possible.
  4. Check inAfter each scenario: "How does this compare with how you do it today?"
  5. Agree next stepsPilot, technical deep-dive, site visit, or proposal.

Preparation

  • Build a demo environment that mirrors their world: their building names, door names, a few realistic cardholders, cameras pointed at something meaningful.
  • Rehearse with the account manager; agree who speaks when.
  • Have a backup: recorded video of key scenarios, a second laptop, offline mode if the network fails.
  • Check the room: display, audio, network access, power.

Pilots and proofs of concept

  • Agree written success criteria, duration, scope, responsibilities and what happens if criteria are met (e.g. purchase decision).
  • Keep pilots small and time-boxed; a pilot that never ends is a free system.
  • Measure: bitrate and storage, false alarms, investigation time, operator feedback.
  • Close with a results review against the criteria.

Common mistakes

  • Demoing every feature.
  • Generic demo data ("Door 1", "Camera 1").
  • No backup when the network fails.
  • Pilots without success criteria or an end date.

Check your understanding

1.What should open a demo?

A short recap of the customer's problems and success criteria, then the outcome that matters most to them.

2.What four things should a pilot agreement include?

Success criteria, scope, duration/end date, responsibilities, and what decision follows if criteria are met.
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