Demo/POC Order to Choose

Narrowed down to final 5 in an RFP process and the project manager sent the time slots out that were available for demos. It spans about a 10 day period, and I chose the slot on the last day.


Got me thinking about the order that you want to go for demos and POCs. I think I might have fucked this one the more I think about it on this theory:


Demo - Get in early and shape the way the team is thinking about it (even though they already have their requirements doc)


POC - Go last and be the most memorable based on recency bias


Thoughts on the matter if you had the choice?

๐Ÿ‘‘ Sales Strategy
โ˜๏ธ Software Tech
๐Ÿ“ฃ Demos
8
poweredbycaffeine
WR Lieutenant
3
โ˜•๏ธ
I want to be a mid-pack Demo so I can change the way they are thinking about their vetting process, and leave them something to benchmark against the final vendors they look at. POC wise I want to be first. If we wow them, they won't put as much effort into the rest (hopefully). If we crash and burn, at least we did it early on and we can move past it.
FeedTheKids
Politicker
1
Solutions Consultant
I would want to go 2nd to last for the demo.ย 

Gotta have the confidence to be better than whoever goes last - but that way your fresher on their mind that whoever went prior.ย 

I would also want to go first for the POC. Either knock their socks off or on to the next deal...ย 
poweredbycaffeine
WR Lieutenant
2
โ˜•๏ธ
So you agree with my thoughts then...nice.
FeedTheKids
Politicker
2
Solutions Consultant
Yeah, 100%. Figured I would respond in the same chain since it was a similar thought.ย 

Not sure there's necessarily a bad demo slot. With POC I don't think you want to go last, in case someone else kills it early on and the decision is already made prior to your turn. Then you just wasting time - which I feel like happens most times when RFPs go out.ย 


In my experience, decision-makers usually have a winner picked, but play the game for other stakeholders to feel valued and confirm their selection.ย 
poweredbycaffeine
WR Lieutenant
3
โ˜•๏ธ
100%--any RFP I've done has been loaded from the start. Either they want you, or they are using you to satisfy a minimum number of vendors.
CuriousFox
WR Officer
1
๐ŸฆŠ
I learned this the hard way early in my career.ย 
Do.it.for.the.checks
Politicker
1
Account Executive
Hardest skill to learn> Shutting the fuck up
Second hardest skill > Not wasting time on a deal you're set to lose i.e. an RFP not initiated by you
Blackwargreymon
Politicker
1
MDR
Gotta have the confidence to be better than whoever goes last - but that way your fresher on their mind that whoever went prior.ย 
Clashingsoulsspell
Politicker
1
ISR
I would also want to go first for the POC.ย 
MR.StretchISR
Politicker
0
ISR
I want to be a mid-pack Demo so I can change the way they are thinking about their vetting process, and leave them something to benchmark against the final vendors they look at. POC wise I want to be first. If we wow them, they won't put as much effort into the rest (hopefully). If we crash and burn, at least we did it early on and we can move past it.
Mr.Floaty
Politicker
0
BDR
OMG this one got me! Like, what do you think is going to change in the last hour you asked me this?
Cyberjarre
Politicker
0
BDR
Last few days of end of quarter my manager will always ask us if we have anything else to bring in.....
3

Ideal demo time

Discussion
14
What's the ideal demo time?
33% 15-25 mins
39% 30-40 mins
12% 40-50 mins
16% 1 hour+
51 people voted
10

Send me the price before the demo

Question
11
7

Discovery - does it need a separate meeting?

Question
8
Discovery
20% I do it by email before we meet. The meeting is a pitch.
39% I do it as part of the pitch meeting.
41% I have a discovery meeting that is separate from the pitch.
69 people voted