Micah Joel

Die waren generell kleine, mittlere Business-AEs, die nicht Zugang zu Ressourcen bekommen konnten, weil die Ratio von Sales Engineers zu AEs 6 zu 1 oder so war. Also finden Sie Ihr Publikum zuerst. Finden Sie, wer es macht. Finden Sie, wer es bereits demoiert. Und wir konnten das sehen. Wir konnten sehen, wer es downloaden und die Demos aufsetzen.

Die waren generell kleine, mittlere Business-AEs, die nicht Zugang zu Ressourcen bekommen konnten, weil die Ratio von Sales Engineers zu AEs 6 zu 1 oder so war. Also finden Sie Ihr Publikum zuerst. Finden Sie, wer es macht. Finden Sie, wer es bereits demoiert. Und wir konnten das sehen. Wir konnten sehen, wer es downloaden und die Demos aufsetzen.

knew who our audience was, talked to them, see what they're struggling with. And then what we built was a demo environment that was completely pre-configured. It was live, it wasn't fake, and it depends. I feel strongly about live demos. I think demos should be live. It's not always necessary, but in this case we were able to do it. It was an open demo environment. It wasn't on rails.

knew who our audience was, talked to them, see what they're struggling with. And then what we built was a demo environment that was completely pre-configured. It was live, it wasn't fake, and it depends. I feel strongly about live demos. I think demos should be live. It's not always necessary, but in this case we were able to do it. It was an open demo environment. It wasn't on rails.

The AE could show anything they wanted, but it was locked down so they couldn't make changes. It was a shared environment where everybody felt like they were in there by themselves. They had their own dataset that they could change, but they couldn't make configuration changes.

The AE could show anything they wanted, but it was locked down so they couldn't make changes. It was a shared environment where everybody felt like they were in there by themselves. They had their own dataset that they could change, but they couldn't make configuration changes.

And what we did, which I'm particularly proud of, and this is some great work by a gentleman named Hanul Park, who instrumented the demo environment with guidance so that when you logged in, it said, here's what this is, here's what this is, here's what you talk about. Like pop-up screens guide you through it.

And what we did, which I'm particularly proud of, and this is some great work by a gentleman named Hanul Park, who instrumented the demo environment with guidance so that when you logged in, it said, here's what this is, here's what this is, here's what you talk about. Like pop-up screens guide you through it.

That you could go through the whole demo and when you were done, you could turn it off and you could use the same demo environment in front of a customer. It just, all of that stuff was gone. It worked really well. Es ist wie ein Demo-Skript, das in der Software verbunden ist. Ich nenne es Just-in-Time-Knowledge.

That you could go through the whole demo and when you were done, you could turn it off and you could use the same demo environment in front of a customer. It just, all of that stuff was gone. It worked really well. Es ist wie ein Demo-Skript, das in der Software verbunden ist. Ich nenne es Just-in-Time-Knowledge.

Wenn du jemandem einen Monat und einen halben lernen willst, bevor sie es brauchen, werden sie es vergessen. Wenn ich einsteige und ich möchte sehen, was dieses neue Produkt macht, gehe ich rein, es erzählt mir, worum es geht, es gibt mir ein bisschen Positionierung und ich kann es in ein paar Minuten demoen. Ich liebe das.

Wenn du jemandem einen Monat und einen halben lernen willst, bevor sie es brauchen, werden sie es vergessen. Wenn ich einsteige und ich möchte sehen, was dieses neue Produkt macht, gehe ich rein, es erzählt mir, worum es geht, es gibt mir ein bisschen Positionierung und ich kann es in ein paar Minuten demoen. Ich liebe das.

Very much. Yeah, it was an environment that they couldn't screw up. And if they did... They could call us. You know, we maintained the environment. We managed the underpinnings of it. So if something went horribly wrong, they could let us know.

Very much. Yeah, it was an environment that they couldn't screw up. And if they did... They could call us. You know, we maintained the environment. We managed the underpinnings of it. So if something went horribly wrong, they could let us know.

And the other side of that, which I think is a larger conversation is, and I was against this initially, and I'm still not 100% sure this was a good idea, but it still, it worked out fine, which was, we looked and went, if an AE can give this demo, a customer can give this demo. So we created a, it's kind of a separate profile just for customers, where they could sign up on a webpage.

And the other side of that, which I think is a larger conversation is, and I was against this initially, and I'm still not 100% sure this was a good idea, but it still, it worked out fine, which was, we looked and went, if an AE can give this demo, a customer can give this demo. So we created a, it's kind of a separate profile just for customers, where they could sign up on a webpage.

You can go there now. It's salesforce.com slash EDO, everybody's demo org. Yes. The reason I was against it, it just raises the risk level a lot. You really need to nail things exactly right. Whereas for SEs, a little bit of wiggle room if it goes wrong. But, you know, Salesforce was a pretty robust platform, so we didn't have a lot of outages or anything.

You can go there now. It's salesforce.com slash EDO, everybody's demo org. Yes. The reason I was against it, it just raises the risk level a lot. You really need to nail things exactly right. Whereas for SEs, a little bit of wiggle room if it goes wrong. But, you know, Salesforce was a pretty robust platform, so we didn't have a lot of outages or anything.

So, you know, 99.999% of the time, the thing was running fine. Und manchmal gab es einen Hiccup, wenn wir etwas bemerkten, was unsere Bemerkung auslöste. Aber wir hatten viel Sicherheit. Aber das Wichtigste war, dass ich denke, dass es etwas gibt, um eure Verkäufer zu ermöglichen, um eure Kunden zu ermöglichen. Und ein Kunde ist nicht so anders als ein A.E.

So, you know, 99.999% of the time, the thing was running fine. Und manchmal gab es einen Hiccup, wenn wir etwas bemerkten, was unsere Bemerkung auslöste. Aber wir hatten viel Sicherheit. Aber das Wichtigste war, dass ich denke, dass es etwas gibt, um eure Verkäufer zu ermöglichen, um eure Kunden zu ermöglichen. Und ein Kunde ist nicht so anders als ein A.E.