Sales demos are a crucial part of successful software sales cycles. The capability to provide full demos and to give the prospective customer a finest experience is vital and a key factor in the buying decision. Restrictions like hardware reliance, geographic distance from the customer location and inconsistent demo environments can seriously risk the sale process.
What does this mean for your business? Increased time to closing and reduced number of opportunities to convert in your pipeline. Not an ideal scenario, is it?
Additionally, high-value clients require a personalized and engaging experience when looking to buy expensive software. Often times what can make or break your deal is the ability to set up a complex environment before another customer.
Organizations worldwide have started adopting new practices for their sales deployments, utilizing modern technologies that take advantage of developments in cloud computing and virtualization. Sales demos when delivered through a cloud based solution enables better understanding and builds an experience which can’t be ignored.
What exactly is the cloud based sales demo?
The cloud based sales demo are designed to make the sales journey shorter and smoother. This includes from one-on-one demos to truly hands-on customer evaluations, extended POCs and actual deployments. Additionally, sales engineers can provision multi-tier software environments and quickly spin up full-fledged demos and PoCs in any geography on demand.
How would my Organization Benefit out of it?
1. Your pockets will be full
The traditional way of conducting a sales is expensive and time-consuming. Time and again, sales teams would have to acquire dedicated hardware for demo purposes. Doing demo for enterprise systems requires enterprise-grade hardware and appliances and purchasing these often require capital expenditure.
With cloud based labs enterprises can up the demo in no time, there is no equipment or depreciation to worry about. Your sales team conducts demos virtually, it also eliminates the need for travel and the related expenses. Take instances when the prospect requests for separate demos for different departments. Conducting on-premises demos for each of those instances will easily cut into margins with expenses for travel, accommodations, and even insurance for the equipment multiplied each time a demo is conducted.
2. Effective Utilization of Resources
Spinning up an entire environment in the cloud based lab for the smooth running of the demos doesn’t involve scripting or automation. By saving a blueprint of the demo environment, the Sales engineers are able to recreate as many environments as required with just a click through a web UI.
Costs are also substantially reduced compared to the on-prem solutions because by using the cloud, utilization of the environments is substantially higher (in fact, around 100% utilization). In the on-premises scenario, utilization of the demo environments are substantially lower, as these can sit idle for a few hours at a time when there is no new software release. On the other hand, when there is a new release and there is a requirement for increased demoing capacity – the cost of an additional environment is high, and the time to get it and set it up also means prolonging the sales cycle.
3. Faster Sales Cycle
As sales engineers can only handle one customer at a time, there’s the pressure of knowing that every delay cools your customer’s ardor. In a sales case, 40% of deals and deployments simply vanish from the queue because it takes too long to get the customer’s hands on the product.
Cloud based sales demos engagements enable you to provide actual hands-on IT to multiple end-users, in minutes, and allocate resources to the multitude of mid-sized and smaller deals – without leaving them on the table for competition. Additionally, it enables you to track all deployments from a central location with full visibility into what users are doing with their virtual environments.
The Smart & Efficient Solution
Cloud based sales Demos is the way forward. Fully featured environments, collaboration across sales team, reduced costs, faster sales cycle and firsthand experience of your product are some of the excellent benefits it provides.
Cloud based sales demos are a great complement to your existing portfolio of sales repository, it will help you bring far greater clarity to your sales cycle, and ultimately improve your sales conversions.
Are you conducting the Sales Demo via Cloud?