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