Demos can be a valuable mechanism for qualifying leads but aren't the best fit for every product. Here are the most important factors.

Products that require extensive setup

Long setup times mean that users are more likely to abandon the product before seeing any value. Demonstrating the value of your product faster will generate leads faster.

Products that do not have a short time to value

Many SaaS products do not show immediate value. A demo that quickly showcases value without waiting can improve buyer confidence and qualify them much faster.

Products that are in a competitive market

If your product is in a competitive market, your customers are likely overstimulated with options or are moving from a competitor. A demo can make their decision much easier by lowering the barrier to assessing the actual product. It also allows them to try out nuanced use cases that fit their existing workflows.

Early stage teams that need to validate their product

Experimentation with messaging, pricing models, and acquisition channels is crucial but very challenging. Interactive demos can provide a much shorter feedback loop that doesn't require a full account setup, payment setup, team invites, etc.

Product teams that want to cut out the noise

Your product is the ultimate value of your business. While social media content, blog posts, newsletters, podcasts, partnerships, and landing pages are valuable, they only matter if you have the right product. Exposing customers to your product as early as possible will give you and your team a much tighter feedback loop for evaluating the true value of what your team has to offer.

Conclusion

Demos are quite effective in the right business and can provide a faster way to get qualified leads. If your product seems to fit, adding demo CTAs to your existing material can boost click-through rates and accelerate your lead generation process.

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