The rise of full-funnel demos.
We tracked the patterns of buyers from over 400 software companies to understand the evolving needs of today’s customers and what it means for the future of SaaS sales.
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How are buyer needs changing?
We narrowed down our findings to 5 major buyer trends.
1. Buyers want to view demos with and without sales reps.
Finding: Prospects view each interactive demo an average of 3 times without the rep being present.
While customers have already been using product reviews, case studies, and data regarding your company to self-educate, Walnut research found that this extends throughout the demo experience as well. They want to learn about your product on their own.
This is not to say that buyers no longer need to have demo calls with sales reps. It’s about finding ways to let the demo do the work and sell the product, even when reps aren’t on the calls.
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2. Buyers want to show demos to more people on their team.
Finding: More than 3 prospects view each interactive demo.
Multithreading is not just about being in contact with multiple stakeholders. It’s about finding a way for every stakeholder to see the product whenever they want.
Buyers appreciated interactive demos, which often alleviated the need to find a single time that works for a large group of busy people to view a live demo because they can be shared via email and viewed on their own.
3. Buyers want shorter demos.
Finding: The average time prospects spend on demos is just 6.5 minutes.
Despite the 30-minute calls most sales reps book with prospects to walk them through their product, buyers spend less than a quarter of that time actually viewing the demo. And when it comes to off-call demos, the viewing time gets even shorter.
That’s because the way people want to consume product content has changed dramatically. This is especially true of the younger generation, who are used to content that is short and in an easy-to-digest format.
How can revenue teams give buyers what they want?
Buyers’ needs are clearly changing and it’s up to sellers to meet them. Sellers can do this by utilizing the full-funnel demo experience.
The full-funnel demo experience lets buyers experience the product in short, relevant snippets throughout the entire sales funnel.
This way buyers can continue to expand their knowledge of the product and its value throughout the sales process, while sales reps learn what their buyers really need and want. It also allows go-to-market teams to create a consistent buying journey for their customers by making sure the entire funnel is using the same assets and focusing on the same value.
Both buyers and sellers gain from interactive demos throughout the funnel:
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Many patients expect healthcare to reflect convenience like that of industries such as retail and hospitality. For example, 75 percent of U.S. consumers expect a more personalized healthcare experience, and 81 percent consider a good patient experience to be highly important when selecting a provider. Consumer-centric expectations in healthcare are more important than ever. This new emphasis on convenience drives innovative solutions that align with patient needs like virtual care, same-day appointments and online check-ins.
How can you implement interactive demos across your sales funnel?
Here’s a step-by-step summary of the best ways to implement interactive demos in your organization in order to drive revenue and boost sales efficiency.
Start by analyzing the main business opportunities you have and connecting them to your demoing strategy. To do that, we recommend mapping the buyers’ and sellers’ paths to success and focusing on what currently prevents them from achieving it.
Start by analyzing the main business opportunities you have and connecting them to your demoing strategy. To do that, we recommend mapping the buyers’ and sellers’ paths to success and focusing on what currently prevents them from achieving it.
Start by analyzing the main business opportunities you have and connecting them to your demoing strategy. To do that, we recommend mapping the buyers’ and sellers’ paths to success and focusing on what currently prevents them from achieving it.
The use of WiFi analytics to anticipate patient needs and proactively deploy resources where and when necessary for a more tailored patient experience.
In a healthcare setting, WiFi analytics trigger targeted communications like appointment reminders, seasonal health alerts and other educational messages to empower patients to take a more active role in their care while nurturing a stronger connection between patients and their network of providers.
Thanks to Purple’s Maps solution, University Hospitals has been able to provide more than 30,000 directions across their mapped locations across web, mobile and kiosk platforms, which enables patients to arrive on time and helps staff find their way.
A study published in the Journal of Medical Internet Research found that 80 percent of patients prefer digital communication channels such as emails, texts and patient portals for appointment reminders and follow-ups.
Integrating Purple with platforms like Epic’s MyChart to trigger and further streamline appointment reminders, preparation, and patient communication.
Expanding asset tracking systems to collect valuable, actionable data and insights for better decision-making and improvements in operational efficiency.
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