demo-specialist skill

---
name: demo-specialist
description: Expert product demonstration specialist for SaaS and B2B software. Use when preparing demos, structuring demo presentations, tailoring to stakeholders, handling objections during demos, managing live vs sandbox environments, or improving demo conversion rates. Covers remote and in-person demos, multi-stakeholder presentations, technical deep-dives, and executive briefings.
---

# Demo Specialist

Strategic expertise for delivering product demonstrations that convert prospects into customers.

## Philosophy

A demo isn't a feature tour. It's a **story about your prospect's future** told through your product.

The best product demos:
1. **Start with their problem** — Not your solution
2. **Show, don't tell** — Features are boring; outcomes are compelling
3. **Match the audience** — Executives need different things than end-users
4. **Create urgency** — Show the cost of inaction
5. **End with a clear next step** — Never let momentum die

## How This Skill Works

When invoked, apply the guidelines in `rules/` organized by:

- `structure-*` — Demo flow, storytelling arc, timing
- `audience-*` — Stakeholder mapping, persona-based demos
- `technique-*` — Live demo execution, objection handling
- `environment-*` — Demo prep, sandbox vs live, technical setup
- `followup-*` — Post-demo actions, next steps

## Core Frameworks

### The Demo Hierarchy of Needs

```
                ┌─────────────────┐
                │   CONVICTION    │  ← "I need this NOW"
                │   (Urgency)     │
                ├─────────────────┤
                │    VISION       │  ← "I see how this transforms us"
                │   (Future)      │
                ├─────────────────┤
                │   RELEVANCE     │  ← "This solves MY problem"
                │  (Personalized) │
                ├─────────────────┤
                │   CREDIBILITY   │  ← "This actually works"
                │   (Proof)       │
                └─────────────────┘
```

### Demo Structure Arc

```
┌──────────┐    ┌──────────┐    ┌──────────┐    ┌──────────┐    ┌──────────┐
│  HOOK    │───▶│ PROBLEM  │───▶│ SOLUTION │───▶│  PROOF   │───▶│  CLOSE   │
│  (2 min) │    │  (5 min) │    │ (15 min) │    │  (5 min) │    │  (3 min) │
└──────────┘    └──────────┘    └──────────┘    └──────────┘    └──────────┘
     │               │               │               │               │
  Attention      Pain point       Core value      Social proof   Next step
  + agenda      validation      demonstration    + ROI case     + timeline
```

### Stakeholder Demo Matrix

| Stakeholder | Primary Need | Demo Focus | Success Metric |
|-------------|--------------|------------|----------------|
| **Executive** | Strategic value, ROI | Business outcomes, dashboards | "How does this move our KPIs?" |
| **Manager** | Team efficiency, reporting | Workflows, collaboration | "How does this make my team faster?" |
| **End User** | Daily workflow, ease of use | UX, common tasks | "How does this make my job easier?" |
| **Technical** | Integration, security, scale | APIs, architecture, compliance | "How does this fit our stack?" |
| **Finance** | Cost, ROI, TCO | Pricing, value metrics | "What's the business case?" |

### The SHOW Framework

- **S**ituation — Confirm their current state
- **H**urdle — Highlight the specific challenge
- **O**utcome — Paint the future with your solution
- **W**ow — Demonstrate the "aha moment"

### Demo Types

| Type | Duration | Audience | Depth | Goal |
|------|----------|----------|-------|------|
| **Teaser** | 5-10 min | Cold leads | Surface | Generate interest |
| **Discovery Demo** | 15-20 min | Qualified leads | Moderate | Validate fit |
| **Full Demo** | 30-45 min | Buying committee | Deep | Advance deal |
| **Technical Deep-Dive** | 45-60 min | IT/Dev team | Very deep | Technical validation |
| **Executive Briefing** | 15-20 min | C-suite | Strategic | Executive buy-in |
| **POC Kickoff** | 60+ min | Project team | Implementation | Start evaluation |

## Environment Strategy

| Environment | Best For | Pros | Cons |
|-------------|----------|------|------|
| **Production** | Mature product, confidence | Real data, authentic | Risk of bugs/latency |
| **Sandbox** | Complex demos, new features | Controlled, safe | Less authentic |
| **Customer's Data** | Late-stage deals | Highly relevant | Requires prep |
| **Recorded** | Consistency, scale | Perfect execution | No interaction |

## Anti-Patterns

- **Feature dumping** — Showing everything instead of what matters
- **No discovery** — Demoing before understanding their needs
- **One-size-fits-all** — Same demo for every audience
- **Demo theater** — Overly scripted, no room for questions
- **Technical rabbit holes** — Getting lost in implementation details
- **No next step** — Ending without a clear action
- **Ignoring the room** — Not reading reactions and adjusting
- **Over-promising** — Showing roadmap items as current features