Dylan M.

Hi Noam H., for enterprise sales-led SaaS with SE involvement, the bigger question isn’t just “demo platform", it’s how you’re using it. Some teams optimize for polished storytelling. Others optimize for qualification and stakeholder visibility before live demos. If SEs are heavily involved, I’d think about whether the goal is:

The right tool depends on which problem you’re actually solving. Happy to connect if you'd like to share notes!

I tend to agree with most of this. I don’t think you ever get to zero, and over-screening is usually worse than under-screening. The shift that’s helped most in my experience isn’t better upfront forms, but better signal between booking and the call. Once a meeting is on the calendar, the question becomes: what can I learn asynchronously before showing up live? Even lightweight signals (what content they engage with, what they skip, who else gets looped in, what questions they ask on their own) usually tell you within 24–48 hours whether this is likely a “real” conversation or a courtesy call and lets you prep or deprioritize accordingly without cancelling outright. So yes, some unqualified meetings are part of the game but reducing the surprise factor has been the biggest win for me.

Great question Jitesh S.. I see a lot of teams running into the “70 leads → 1 demo” problem. In most cases, it’s less about the targeting and more about what happens between touches. Prospects might say yes to a demo, but go cold because they don’t get enough context before the live call. One thing I’ve seen work is creating a self-serve demo asset that shows the baseline value, so every outreach touch has something tangible (vs just booking a call). It makes your sequencing more effective because you’re not relying on a prospect to wait for a meeting to see the product. For example, with ProductLens we build automated, trackable demos that teams can send upfront or in between calls. It shortens the “gap time,” lets prospects explore on their own, and warms them up before they ever get to a live AE/SE. Curious if you’ve tried mixing product-led touches into your outbound yet?

Hi Anastasia L., this is gold! Thanks for sharing such a detailed playbook - will be super useful as I prep for my next launch.

Hi Putri K., this is great - thanks for sharing! Really smart approach, especially the pre-launch relationship building with power users. That's exactly what we're missing. Quick question: When you mention "Find ppl with audience from your users/followers" - were you reaching out to your existing users to become launch advocates, or finding new people who had audiences in your target market? Also loving the insight about onboarding flow optimization. I've been working on onboarding 'tours', help content, etc. Re: LinkedIn outbound tool - I'm definitely interested! We're shifting focus there too. Would love to chat about what you're building when you're ready to share more.

Thanks Anirudh M. and Brian Prokopowich! Totally hear you that PH isn't alone a silver bullet. I've been experimenting with other channels - Meta hasn't worked well so far, so I'm shifting focus toward outbound to my ICP and LinkedIn to build more consistent traction.

Totally agree on demos being too feature-heavy. I’ve seen the same thing where discovery + story does the heavy lifting, and the demo should just reinforce that. That’s part of why I’ve been exploring lighter-weight, self-serve demos. More like a quick follow-up or proof point that prospects can explore on their own, without replacing the narrative conversation. Although I don’t think demos by themselves solve the issue, I’m hoping they can still provide useful insight into buyer interaction and interest if they’re plugged in at the right moments throughout the sales cycle. Have you seen that kind of approach work?

Interesting take Nicholas P. - I like the narrative approach too. When you say demos kill deals, do you mean because they're too feature-heavy and not tied back to the story?