Remote Demos – the Role of the “Active Conduit”
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The (very) best practice for Remote Demos is to split your forces – to have a representative from your organization at the customer site to serve as the eyes for the person presenting the demo remotely. The person at the customer site needs to be an Active Conduit of information to the demonstrator – he/she needs to be the demonstrator’s “eyes” on-site.
The lack of this Active Conduit feedback results in poor communication, confused presenters and audiences, and inconclusive results. Executing the role of the Active Conduit is critical to the success of Remote Demos – a passive representative from your company at the customer site is insufficient and a waste of resource!
For many vendors it is the sales person who typically sits with the customer at the customer site. Next best, if you cannot have one of your representatives present, is to ask your champion or coach to be your “eyes” for the meeting.
Here’s a brief list of the items that need to be communicated by the person at the customer site to the remote individual:
Before the demo:
During the demo:
After the demo:
You can train your own representatives to execute these items – or your champion/coach – by reviewing this list with them ahead of your demos. Following these practices will improve the outcome of your Remote Demos markedly!
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