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SUPERION – Sales Playbook

Demos (also known as Product Consultants)

Who is the Demo Team and what do they do?
Superion’s Product Consultants are responsible for creating high-value product demonstrations and
utilizing all company resources to best position the company to win. Most, if not all of these experts, have
worked professionally in Public Safety & Justice roles or Public Administration roles directly and have
firsthand experience using this type of software daily.
Types of Demos
• Introductory demo – usually non-scripted, pre-RFP when client is seeing all vendors. This type
allows more flexibility to showcase our solutions.

• Finals demo – this scripted demo has become more prevalent, particularly when a third-party
rd
nd
consultant is involved. Most agencies are on the 2 or 3 procurement of software so they are
doing a more in-depth evaluation of vendors and solutions.
• Web demo – exactly as it sounds, a demonstration of
our software conducted by a product consultant with
clients over the Internet (WebEx). These are more
informal and often targeted specifically to an add-on or
module of interest for our inside sales team working
with existing customers.

What is a scripted versus non-scripted demo?
• Scripted demo – can be anything form an in order topic
level script that client has dictated they need to hear, to a very detailed scripted order and data
oriented scenario-based presentation. This can represent reproducing a 12 month implementation
into sometimes as little as 2 weeks of preparation time. Most scripted demonstrations require at
least two product consultants.
• Non-scripted demo – Allows for flexibility in the method in which we showcase our solutions,
differentiators and ancillary applications. Normally 2-4 days of preparation is needed. Depending
upon resource load at the time, one to two product consultants are assigned.

Lab – Hands on
Allows for pre, during and post demo for the users to put their hands directly on our software to become
more familiar and comfortable with our solutions. This is a huge differentiator for us and can lead to much
greater success rates. It does however require an additional product consultant from the demo to help lead
the lab.

3/8/2018

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