All EpisodesIn this episode, James Kaikis, Chief Revenue and Experience Officer at TestBox, sits down with David Yockelson, Distinguished VP and Gartner Fellow, to break down the complexities of demo automation and its evolving impact on GTM strategies in B2B SaaS.
With extensive experience advising tech companies on go-to-market strategies, David shares his insights on why demo automation has become an essential tool for aligning sales and marketing and driving efficient pipeline growth. The conversation dives into the nuances of demo technology, exploring the differences between interactive demos, live demos, and product tours, and why these distinctions matter for GTM leaders striving to deliver a frictionless buying experience.
Key takeaways include tactical insights on:
Get practical advice on building a streamlined GTM strategy with demo automation, plus tips on avoiding common pitfalls when adopting this technology.
David Yockelson is a Distinguished VP and Gartner Fellow specializing in go-to-market strategy for tech providers, with a focus on product marketing, buyer insights, and sales alignment. With extensive experience advising companies on leveraging innovative technologies like demo automation, David helps SaaS and tech organizations navigate GTM challenges and optimize sales and marketing processes. His insights are invaluable for companies seeking to enhance demand generation and achieve precision targeting in a competitive landscape.
When it comes to demo automation, interactive demos speak to what the buyer wants: an immersive, hands-on experience that helps them understand the product’s value early in the journey.
The biggest mistake companies make with Product-Led Growth is assuming PLG automatically means 100% self-serve. It doesn’t, and it shouldn’t.
A free trial is not a lead. In Product-Led Growth, it's about guiding users to the right features and activities so they can experience the product’s value before reaching out to them as qualified leads.
A free trial is not a lead. In Product-Led Growth, it's about guiding users to the right features and activities so they can experience the product’s value before reaching out to them as qualified leads.
The biggest mistake companies make with Product-Led Growth is assuming PLG automatically means 100% self-serve. It doesn’t, and it shouldn’t.
When it comes to demo automation, interactive demos speak to what the buyer wants: an immersive, hands-on experience that helps them understand the product’s value early in the journey.
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