Discovery-Based Demo

Create a demo preparation checklist: review discovery notes, identify top 3 pain points, map each pain to specific product features, prepare custom demo narrative.

For 5 upcoming demos, spend 15-20 minutes before each call reviewing discovery notes in Attio and customizing demo flow to address prospect's specific pains.

Set pass threshold: >=3 out of 5 demos result in next-step commitment (technical eval, proposal request, stakeholder intro), and customized demos outperform generic demos by >=30% in engagement.

Structure demo around prospect's pain journey: start with their current state and pain, show how product solves each pain, quantify value at each step, end with their future state.

During demo, explicitly connect features to discovery: "You mentioned spending 10 hours/week on manual reports—this feature automates that, saving your team 8 hours weekly."

After each demo, log outcome in Attio (next step committed, needs follow-up, not interested) and track which pain-to-feature mappings resonated most.

In PostHog, create events for demo_conducted, demo_customized, and demo_outcome with properties for pains addressed and next-step status.

Compare engagement metrics for customized demos vs generic feature walkthroughs: measure questions asked, meeting duration, and next-step conversion rate.

After 1 week, analyze: did >=3 out of 5 customized demos yield next steps? Did customization improve engagement or outcomes vs your baseline generic demo approach?

If customized demos convert >=60% to next steps (vs ~30% for generic), document pain-to-feature mapping process and proceed to Baseline; otherwise refine demo structure or discovery quality.