Every ISV wants to deliver an impressive demo experience to prospective customers. But most sales engineers and sales team members spend too much time configuring and debugging their demo environments and not enough time creating innovative user stories, fine-tuning their demo environments, and delivering world-class experiences for their prospects. We're joining forces with Reid Jackson from nCino to learn how his team stopped the demo trap maintenance cycle and moved into the demo innovation cycle to lead his team to more customer wins. In this webinar, you’ll learn: - Key demo tips to use and avoid - How to determine if your demo environment is restricting innovation and storytelling and what to do about it. - Investment ideas between sales and product teams to improve win rate while gaining time in the sales process for all. - Showcasing the ROI to your executive team. https://learn.codescience.com/top-25-salesforce-isv-demo-org-optimization.html

1. Insights, Tips, and Plans to Help you Grow Your
Salesforce-Subscription Business
Acting Like a Top 25
Salesforce ISV

2. Today’s Speakers:
Sean Hogan
CRO
CodeScience
Reid Jackson
Director of Global Solution Consulting
nCino

3. ● About CodeScience & nCino
● Acting like a Top 25 ISV overview
● Demo Techniques
● Demo Org Optimization
○ R.O.I.
■ SE Team
■ R&D Team
■ Exec & Customer value
● Open Q&A in chat please
Agenda

4. About CodeScience:

5. Acting Like a Top 25 ISV

6. ● Give back to the ecosystem
● Market Cap:
○ For every $1 in ARR - Market cap increases 7 to 20 times
■ So $1M in ARR = $7M - $20M
■ $4M in ARR = $28M - $80M
● Investing in Salesforce Technology as an ISV
○ State of the AppExchange Report: http://tinyurl.com/SOAP20
Why Act Like a Top 25 ISV?

7. Market Cap Wow - nCino IPO July 2020

8. Revenue Stage - Team Design Changes

11. Demo Techniques

12. Demo Tips
Story Flow v Feature Show Start with Outcomes Buyer v User Storytelling

13. Demo Traps

14. Demo Story Traps
Don’t Build
Pretty Stuff
Watch Data
Quality
Keep People
in the Story

15. Acting Like a Top 25 ISV

16. Top 25 ISVs Connect Strategy to Functions
Strategy
Product
Management
Product
Marketing
Marketing
Operations
Sales Ops
LegalFinance
Sales
Sales
Engineers
SFDC
Alliances
Marketing Support
Deploy

17. Demo Org Environment is a Great Test
nCino CRO Challenge: $1B => $10B brand
Executive Alignment and Support
Product
Dev
SE
Demo
Org
Customer
Wins

18. nCino’s Demo Environment Reality Check
Are R&D, sales, sales engineering and the product in the Demo environment aligned to
drive us to $10B?
Questions to assess that:
● Time needed for SEs to create, fully config, and test a demo environment?
● How many steps are involved?
● How many troubleshooting cases are happening?
● How many people are involved to fix those?
● Do we have a repeatable & adaptable framework that we are working from across our Geos?
● How is this impacting custom prep time, demo consistency and storytelling?

19. Demo Optimization
2 technical Investment steps

20. Adaptable Demo Framework

21. User Switcher for Innovation
Keep People
in the Story

22. Returns On Investment - SE Team
Setting a gold standard for demo install and configuration:
● Deleted 35 page PowerPoint training deck
● Set up Time: under 5 minutes (down from 1-2 hours per demo)
● Error Cases: 0 (down from 5-10 per week)
● More time for innovative storytelling tailored to individual prospect meetings
● Refactored 20 and created 4 net new demo stories:
○ User Switcher innovation driver
● Demo Architect Role sanctioned

23. Returns On Investment - R&D
● Framework enables not just a common baseline, but impacts Dev Environment
● A view into how Sales, SE, and Executive storytelling tailored to Personas
● R&D leveraging for Roadmap impact
○ Driving Feature enhancements
○ User Switcher visual innovation driver for Sprint Reviews

24. Top 25 ISVs Connect Strategy to Functions
Strategy
Product
Management
Product
Marketing
Marketing
Operations
Sales Ops
PS
Team
Customer
Wins
Sales
Sales
Engineers
SFDC
Alliances
Marketing SI Partners
Customer
Success

25. So Reid, where are you taking this next?

26. Tactical Steps for All ISVs

27. Review your environments:
Not Optimized
Steps
Errors
Support
Cases
Innovation
Innovation
&
Adoption
Easy
setup
Optimized

28. Pick 1 to 3 major environment frameworks
Demo
Environment
Customer Trial
Experience
Salesforce
SDO | IDO

29. Optimize the right Salesforce Tech for you

30. Don’t go it alone

31. Please Submit Your Questions Below
Open Q&A

32. Contact Us:
Sean Hogan
Thank You
Reid Jackson
reid.jackson@ncino.com
sean@codescience.com