Discovery/Demo Deck
(New Process)

1.  You get the NCA lead, you qualify it according to simple qualification process (valid lead / there is a need, etc) - see below

2. You THEN schedule a Discovery/Demo call and make sure to include SE to the invite. 

3. You OPEN an opportunity PRIOR to the Discovery/Demo call 

4. Run the prospect through the Discovery/Demo deck, hand over to the SE where there is a slide for Technical Demonstration, wrap up the call 

5. Follow up as per usual process 

1. How can we help - Requirement 

2. Who else should we include in the Demo-  Authority 

3. When do you need a solution live in your environment - Timeline 

4. During our Demo tomorrow what are the specific features you want us to focus on?

What are the benefits of this? Why do I need to do this?

The Discovery/Demo decks are compiling 2 key sales stages together bringing in Sales Engineers in the process early on. This all is done to make sure you have technical resource support throught Discovery, making Demo and following conversation more effective and making sure we are covering all prospect's requirements. This will also help us to address any technical / functionality questions or concerns early on and instantly since all the resources will be on the call at the same time. 

What's changed? 

Now the Discovery and the Demo are done on the same call and SE is present for both. The FIRST call that happens between prospect and the rep is a quick QUALIFICATION call (not a Discovery) after which the Discovery/Demo call scheduled. 

Do I still need to open an opp to invite an SE?

Yes - opp in the system is required to invite the SE. Please open the opp after the qualification call to make sure that the process is smooth and all teams are working in alignment. 

Is there different decks for MSP and MME

Correct - please make sure to use the right one! 

Who is leading the call? 

The NCA rep is supposed to lead the call and make sure that the prospect and SE have all the information required. Please guide the call and jump in during demo if needed to highlight the points matter to the prospect. 

Is there a script for the deck? What do I say?

While we understand that it is impossible to script every converssation each slide has talking bullet points / speaker notes.