March 25 – 27th, 2014 І Orlando, FL
Demo Best Practices
& Demo Coaching Program
Bob Zimmerer – Sr. Manager GPE
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Stepping Up
Your Solution
Presentations
Demo Best Practices and
Demo Coaching Program
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Some Partners Experience Demo Confusion!
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How do I demo Avaya solutions?
Who can help me with a demo?
What demos are available?
Where do I find the right demo?
When do I have to make my own demos?
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3
Before We Start – A Quick Survey
How Do You Show Avaya Demos?
Build Your Own Kit
Use Demo Avaya
Your Lab & Production Systems
Use Avaya Resource (like CSE/EBC)
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4
How Do Avaya Partners Show Demos?
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Global Partner Enablement - Demo Program
Goals
 Help Partners Grow Revenue Using Demos
 Higher Consideration
 Faster Sale Cycle Time
 Share Demo Best Practices
 Tips & Tricks
 Videos w/ Examples, Strategies
 Promote Demo Excellence
 Demo Equipment Discount Incentives
 New Ideas – Kits – Programs
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6
Let’s Talk Demos
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Why we do demos…
…have you been here before?
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What is the real value of a demo?
 Create a dialog with the customer
 Hands-on demo experience
 Prove the solution works
 Test drive the applications
 Help customers see the benefit
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Not All Demos Are Equal
 Product Demos
 Configured functional platform
 Basic features and functionality
 Scenario Demos
 Product demos +
 Scripted to highlight differentiators
 Advanced Demos
 Scenario demos +
 Integrated solutions including 3rd party applications
 Vertical scenarios
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Picking The Right Demo
 Product
 Focus on features and functionality
 Best for product training and RFP response
 Scenario
 Tailored to customer needs and business goals
 Best for building support with LOB decision makers
 Advanced
 Built to target a specific vertical or business use case
 Best at showing customer an integrated custom solution
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Best Practices For Using Demos
 Match Demo To Sales Cycle
 Tell Your Customer’s Story
 “Punctuate” Your Presentation
Phase I
Phase II
Phase III
Introduction
Discovery
Close
Videos
Live Demos
Custom Demos
Animations
Demo Kits
Solution Trials
PPT
Hosted Demos
Try & Buy
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Matching The Demo To The Sales Cycle
Customization
Save more technical or customized demos for
later in the sales cycle
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Technical Depth
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New Program Launch
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Sign Up!
Set Up!
Step Up!
Tips & Tricks
Checklists
Demo Coaching
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3Up! Program For Demo Success
 Sign Up! – Commit
 Plan with your customer/partner
 Commit to a great demo experience
 Set Up! – Prepare
 Match the best demo
 Configure devices and test
 Step Up! – Execute
 Practice your demo
 Practice telling your story
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Sign up! – check list
 Plan with your customer
 Set demo expectations with your customer
 Identify dates, audience, location
 Do your homework
 Find current initiatives
 Look for hidden issues driving decisions
 Use public sources for more ideas (URL, 10K, etc.)
 Make your demo “reservations”
 Schedule practice time
 Plan time for delays
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Set up! – check list
 Configure endpoints and systems
 Test drive specific devices and features
 Practice user setup for BYOD demos
 Plan your demo story
 Use features important to customer
 Involve customer in your story
 Dig for the real story (CEO quotes, public statements)
 Verify and test everything
 On-site Network, Wireless, Wifi
 Location details
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Step up! – check list
 Practice your demo
 Get comfortable
 Be flexible and ready to start anywhere
 Practice your story
 Use real customer experiences
 Rehearse with your team
 Smooth transition from deck to demo
 Use a winning strategy
 Scenario demo to make your point
 Product demo for Q&A
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3Up! Demo Coaching
 New Program Concept
 Avaya Partner Enablement will provide specific demo feedback to
qualifying partners who use the 3Up! method to help them
enhance the demo experience and win the deal.
 Partner Benefit
 Work directly with Avaya Partner Enablement
 Get demo feedback from Avaya experts
 Practice your demo in a safe environment
 Partner Requirements
 Current Avaya certification
 Significant opportunity where you are using the 3Up! method
 Give us feedback testimonial interview for the program
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New Demo Resources
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Tips & Tricks
 Best Practice Docs
 Videos
 Avaya Specialists
 Example Demos
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Ideas & Resources: How-To Demo Videos
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Example: Quick Start checklist for Demo Avaya Demos!
① Log into Demo Avaya
② Find your demo
③ Download demo guides & apps
④ Read demo guide
⑤ Do your homework – customer needs
⑥ Setup/configure endpoint(s)
⑦ Reserve demo if required
⑧ VPN into Demo Avaya network
⑨ Start up demo app(s)
⑩ Test demo features to show
 DEMO
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New Portal for Demo Avaya
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Now Open To Authorized & Silver Partners
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Guided Tour - Example
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Workshop Example
 Do your homework
 Research your customer
 Capture CEO quotes
 Plan your demo story
 Show customer issues
 Keep it simple
 Use a winning strategy
Q&A
 Scenario 1st
Product
Demos
 Product 2nd
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Scenario
Demo
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Next Steps
 Start Using 3Up! Method
 A Winning Demo Strategy ⇒ Checklists & Scenarios
 Leverage Avaya Demo Resources & Best Practices
 Try New Tips & Tricks To Improve Your Demos
 Register For A 3Up! Coaching Session
 Pick An Opportunity & Send Us An Email
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Bob Zimmerer
Senior Manager Global Partner Enablement
World Wide Channel Marketing & Communications
zimmerer@avaya.com
@bzimmerer
© 2014 Avaya Inc. Avaya – Confidential & Proprietary
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BEST OF ATF
SPEAKER AND TEAM AWARD
BE SURE TO
TWEET YOUR FEEDBACK
ON THIS PRESENTATION
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Winners will be announced at closing of event
©©
2014
Avaya
Inc. Inc.
Avaya
– Confidential
& Proprietary
2014
Avaya
Avaya
– Confidential
& Proprietary
DoDo
notnot
duplicate,
publish
or distribute
further
without
the express
writtenwritten
permission
of Avaya.
duplicate,
publish
or distribute
further
without
the express
permission
of Avaya.
#AvayaATF
31
© 2014 Avaya Inc. Avaya – Confidential & Proprietary
Do not duplicate, publish or distribute further without the express written permission of Avaya.
#AvayaATF