Product Walk-throughs

Address what makes the product better than alternatives.

• don’t waste time on mundane (non- USP (unique selling proposition/point
  ) ) features
• don’t be too feature-focused
• address value compared to competitors & alternative approaches; “why pick you?”
• important for sales reps, customers, and revenue

1. intro real problem & trade-offs of current solutions (incl. the proposed solution)
2. context (to understand product & unique features)
3. structure around USP (unique selling proposition/point
   ) value, and reduce/omit explanation of non-USP values
4. proof of value (e.g. statistics, customer references, quotes)
5. future steps (e.g. schedule follow-up meeting, make a PoC (proof of concept
   ) , get a quote)