What is a Vision Demo?

There are six demo types buyers need in order to make an effective decision.

Beyond what each type of demo includes, it’s important to understand where each one fits in the sales cycle.

The first of these six demo types is the Vision Demo. This is a brief demo delivered at the very top of the sales cycle, at the beginning of the buyer’s experience, and it focuses on the value proposition.

In a Vision Demo, you emphasize the problem you solve, the solution you provide, and the benefits of implementing that solution: Problem, Solution, Benefit.

Prospects need the right type of demo at the right time.

As you start to build your Vision Demo, remember this is not a deep product walkthrough. Keep it short, no more than five minutes.

Before watching, your prospects are likely asking themselves:

Will this solution solve my problems?
What will our world look like if we adopt it?
How have other companies succeeded with it?

Once you’ve created content that clearly helps a prospect “catch the vision” for your solution, the next question is how to deliver it. You have a few options:

Marketing can distribute it, for example by posting it on your website or including it in a mass email campaign.
BDRs can use it directly as part of their outreach and as a tool for qualifying leads.

Characteristics of Vision Demo

Primary objective: Capture and qualify a new lead.
Length: Short. Minimum 30 seconds, maximum 5 minutes.
Message framework: Center the story on Problem, Solution, Benefit (PSB).
Product depth: Keep product exposure light, just a few key screenshots or visuals.
Ownership: Created by Marketing and delivered either by Marketing or a BDR.
Placement: Published on your website.
Delivery: Fully automated.

Demo Example