We want to discuss a practical point of view with: Aligning Customer Wants with Technical Possibilities in a Demo in a sample study case. When preparing a demo for clients in the UAE for instance, it’s crucial to ensure that customer needs align with the technical capabilities of your product. The UAE market is dynamic,with high expectations for innovation and efficiency. By strategically tailoring your demo, you can build trust and demonstrate the value of your solution. Here’s a practical approach to crafting a successful demo: 1. Understand Customer Needs Thoroughly 2. Tailor the Demo to Address Specific Concerns 3. Showcase Technical Flexibility with Real-World Scenarios 4. Address Limitations Honestly and Highlight Planned Enhancements

Prepping for a demo is all about striking the right balance between what the customer wants and what your tech can deliver. It’s less about selling and more about having a genuine conversation that shows you understand their needs. Getting into the customer’s pain points is key. Really listen, then tailor your demo to show how your solution addresses those specific challenges. Flexibility is also huge—show them how your tech can adapt to different scenarios and grow with their needs. And let’s be real: no tech is perfect. Being upfront about any limitations while sharing future plans or workarounds builds trust and makes it clear you’re offering a partnership, not just a product.

Let us be real here. In many cases, when an SE shows up for a demo, the discovery has not yet been made. So you have lots of unknowns. Two things you can do: 1. Do your homework as much as possible before the meeting. If you know what the customer does and know a thing or two about their industry, it is possible to anticipate some of their concerns and address them during a demo. If your organization has engaged with the client before, having a chat with colleagues would help. 2. Structure your demos to be flexible. By that, I mean identify the main things you want to show, and then SELECTIVELY show these things based on real-time interaction with the customer. No point presenting something they don't care about.

As we said before, with our approach, it could possible to demonstrate the flexibility of your technology by showing how it can adapt to various scenarios that may concern the customer needs and worries.