How Do AEs Customize Demos by Persona Stage?
Move from feature tours to decision-grade narratives. Align every demo to persona (Economic, Technical, User) and stage (Problem, Consideration, Decision) so stakeholders see their outcomes in their language.
AEs customize demos by mapping persona goals to the current journey stage and sequencing only the fewest, strongest moments: an opening hypothesis, 2–3 proof scenes, and a crisp next step. Economic buyers get outcome math, Technical evaluators get risk & architecture, and Users see workflow wins—each calibrated to where the deal stands today.
What Changes for AEs?
The AE Persona×Stage Demo Blueprint
Use this loop to plan and deliver demos that move the deal one clear step forward.
Research → Hypothesize → Select Scenes → Rehearse → Deliver → Decide Next Step → Debrief
- Research: Signals, roles, pains, criteria, redlines; confirm stage and decision process.
- Hypothesize: Write a one-sentence outcome for each persona (Econ/Tech/User).
- Select Scenes: Choose 3–5 scenes max; map each to a proof and exit criterion.
- Rehearse: Timebox scenes, assign AE/SE lines, prep “objection stubs.”
- Deliver: Open with business hypothesis, show evidence, summarize risks mitigated.
- Decide Next Step: Pilot? Security review? Executive alignment? Offer two slots.
- Debrief: Log outcomes, update risk register, kill/keep scenes for next call.
Persona × Stage → Scene → Proof → Ask Matrix
| Persona | Stage | Demo Scene | Evidence | Micro-Ask |
|---|---|---|---|---|
| Economic | Problem | KPI baseline → target model | ROI math & 2-liner case | “15-min exec fit check Wed/Thu?” |
| Economic | Decision | Dashboard of value drivers | Validated savings; customer ref | “20-min commercial review?” |
| Technical | Consideration | Integration & security walkthrough | Arch diagram; SOC/ISO docs | “Book SE validation, 30-min?” |
| Technical | Decision | Failover, RBAC, audit trail | Load test; pen-test summary | “Start security review this week?” |
| User/Operator | Problem | “Before → After” workflow | Clicks/time saved; error drop | “15-min discovery with Ops?” |
| User/Operator | Consideration | Template/library + automation | Playbook; training path | “Pilot scope review?” |
Client Snapshot: Demos That Advance the Stage
After switching to persona×stage scenes, an AE team cut average demo time by 27% and increased stage-to-stage conversion by 15%, largely by removing non-proof clicks and closing with a single, stage-fit ask.
Anchor every demo to a governed journey model so AEs show only what advances exit criteria—and nothing else.
FAQ: Customizing Demos by Persona Stage
Operationalize Persona×Stage Demos
We’ll codify demo scenes, align AE/SE handoffs, and govern the next-step loop.
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