How To Create And Execute Stunning Software Demonstrations
About the Book
Great Demo! provides presales and sales people with a method to dramatically increase success in closing business through substantially improved software demonstrations. It draws upon the experiences of thousands of demonstrations, both delivered to customers and received from vendors. The distinctive "Do the Last Thing First" concept generates a "Wow!" response from customers.
The Great Demo! method is presented simply and clearly, and is elaborated more fully in each successive chapter, providing a rich toolkit for software presales and sales teams. Real-life anecdotes, examples, and axioms offer humorous and effective punctuation.
Recently validated by extensive studies, Great Demo! provides the guidelines, tips and techniques to make your demos surprisingly compelling!
About the Author
Peter Cohan is the founder and principal of The Second Derivative and the author of the Great Demo! methodology, focused on helping software organizations improve their sales and marketing results - primarily through improving organizations' demonstrations.
The bulk of his experience is with complex, enterprise software and strategic systems sold to varied audiences in a range of vertical markets. He has enjoyed roles in technical and product marketing, marketing management, sales and sales management, senior management and the C-Suite - as well as serving on Boards of Directors.
In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005.
In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations, which was subsequently transitioned to the Great Demo! LinkedIn Group in 2010-2011.
Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million per year operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc., is an advisor to IN2SV, Inc. and a mentor to StartX, the Stanford University start-up accelerator. He holds a degree in chemistry.
Peter has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been, and continues to be, a customer.