Demo Guidelines & Std Questions

Here are the generic guidelines that are important to follow when you are talking to customer or presenting demo.

Follow these steps in the demo:

1. Invite them using Calendar
2. Send reminder 1-2 hours before calling
3. Introduce everyone sitting in the demo
4. Share proper agenda while sending the invitation
5. Tell them what is our solution development process – if needed
6. Ask them standard questions
7. Ask them their challenges and make a list
8. After call share MOM and put challenges, points discussed

Here are the points that you should avoid to talk in the demo:

1. Don’t use the word “Development”
2. Don’t say we will “develop” your app
3. Don’t use the word “customized” which means we can not customize it further
4. Don’t over-promise your prospect. If they ask about the feasibility and you are not sure tell them we will discuss it with the team and get back to you by email. But make sure you get them back on email and actually discuss this with the team.
5. Don’t say “Axonator is a brand of WhiteSnow”

Questions for the basic client requirement understanding

• The number of users for the app.
• Device type (Android/ iOS)
• Access permission for data is required or not?
• Form/ checklist access permission is required or not?
• A number of admins & number of app users from total users.
• PDF report for each submission is required or not?
• Excel report in any custom format is required or not? (Custom export)
• QR code integration or simple checklist?
• Any scheduled tasks are there or manual checklist filling is sufficient.
• Questions checklist to ask when we get many forms/checklists:
• Ask frequency of each form.
• Ask employee name and client names will be entered or should come from the system?
• For forms that have multiple rows ask when is each row filled?
• For each form when it is filled?
• Some of them are forms and some are reports? Make sure we are clear about it.

Questions on Forms:

1. Explain options available to build the forms they sent
2. Who fills the entire form – single user or multiple users
3. Do you need a single form? But it will be lengthy, is that ok?
4. Do you need inorder (enforce the order) or random order as per your needs.
5. Total number of users?
6. How many checklists you will be converting to mobile app?
7. Do you have complex forms? Long and complex?
8. Are you going to need advanced & complex workflows?
9. Approval workflows?
10. QR code-enabled checklists?
11. Do you need integration capabilities with your system?
12. Do you need the integration with your assets?

Sales tip:
When people Ask you why you take setup fees whereas other competitors don’t. Your answer should be very clear that is because we customize for you and that is the benefit of customization as you get exactly what you need for your business. We are not in the business of selling hardcoded apps. Even though we have solutions that are ready but our core model is perfect app for your business. This answer is more applicable to bigger companies compared to smaller companies. Smaller companies just need whatever is there.
Our model is like Subway. We don’t have ready-made sandwiches, But we have all the ingredients ready

Video Content:

1. Process of demo and flow
2. Dos and Dont’s of the demo
3. What is solution development
4. Why does it take time to build
5. Ask JK