Wonder

B2B SaaS Platforms Demo Process

Delivered June 6, 2020. Contributor: ChristineD

Goals

Obtain case studies on how shortening the demo process leads to more sales/conversions in the sales process of B2B SaaS platforms.

Early Findings

B2B SaaS Platforms Demo Process Quicksprout's Crazy Egg solution aims to improve the websites of retail companies, digital agencies, and education firms with its technology solutions.
When creating the demo script for Crazy Egg, Quicksprout ensured that the demo script is shorter than 2-3 minutes.
 The company mentioned that scripts longer than this can make the audience lose attention.
The company further advised that company introductions should be "short and sweet."
For the demo of Crazy Egg, Quicksprout was able to shorten the time by showing a short heatmap on why the audience's businesses are not converting and how it can help.
As a result of this shortened demo approach and other marketing tactics employed by Quicksprout, its Crazy Egg product was able to acquire 100,000 users with just a $10,000 marketing spend.
 

Summary of Findings
Our one hour of research provided the case study of Quicksprout's shortened demo tactic to market its Crazy Egg platform solution to its business customers. 
We also presented how this shortened script and Quicksprout's marketing approach helped contribute to the increase in the number of users of Crazy Egg.

Proposed next steps:

You need to be the project owner to select a next step.

We propose to continue with the research to provide 2-3 additional case studies on how shortening the demo process leads to more sales/conversions in the sales process of B2B SaaS platforms. For each case study, we will provide the name of the company involved, how the company shortened the demo time, focusing only on the time aspect, and any available successful results such as an increase in sales, customers, or conversions.

We also recommend undertaking additional research to provide 2-3 insights that describe how shortening the demo process leads to more sales/conversions in the sales process of B2B SaaS platforms. We will support the insights with statistics, information, or data points.