Name: Unlocking Demo Success - Key Strategies for Communicating Fintech Value Propositions
Uploaded: 2024-06-24T09:18:29.098Z
Duration: 210.98
Description: Fintech Founders explores the Demo process at Finovate Spring. We focus in this video on how employ key strategies to ensure the presentation communicates the value of the product/solution.

3. Unlocking Demo Success - Key Strategies for Communicating Fintech Value Propositions.mp4

3. Unlocking Demo Success - Key Strategies for Communicating Fintech Value Propositions.vtt

ENGLISH

{{00:00:08}}
I think it's a mix of really, truly
identifying and calling out the

{{00:00:12}}
problems this is solving first, and
how it benefits the end customer,

{{00:00:18}}
and then taking another step with the
actual demo itself to make sure it's

{{00:00:22}}
as clean and succinct as possible.

{{00:00:25}}
Because obviously things that are
simple can be ingested much more easily.

{{00:00:30}}
So identifying the problems, letting
people understand how the solution

{{00:00:33}}
actually benefits their organization,
and then clearly showing them visually.

{{00:00:38}}
how that is actually going to impact
their business and their bottom line.

{{00:00:42}}
Three key rules.

{{00:00:44}}
One, make the message and the
three takeaways really clear.

{{00:00:50}}
Two, speak much more slowly than
you imagine you would need to speak

{{00:00:56}}
so that your message resonates.

{{00:00:59}}
And three, try not to show everything.

{{00:01:03}}
You have to be comfortable only showing
a little bit of what your product can

{{00:01:07}}
do and trust that the story you're
telling will spark curiosity and people

{{00:01:14}}
will come find you later to learn
out a bit more about what you can do.

{{00:01:19}}
I think it's important with any demo that
it works and that you get that dopamine

{{00:01:26}}
hit of Oh my gosh, I just saw this
thing that I didn't think was possible

{{00:01:30}}
actually happen in front of my eyes.

{{00:01:33}}
So many people talk about
show, don't tell, right?

{{00:01:36}}
And demos are literally demonstrations.

{{00:01:39}}
You're showing people what you can do.

{{00:01:41}}
And if you find yourself telling
them what you can do, rather than

{{00:01:45}}
showing them what you can do,
you're losing some of that, punch.

{{00:01:50}}
You're losing some of that, that
convincing nature of actually seeing.

{{00:01:56}}
The application run to its logical end.

{{00:02:00}}
So even if you have to do some back office
magic in order to get that end outcome,

{{00:02:07}}
that maybe is asynchronous in your normal
business, but you need in some cases.

{{00:02:12}}
Such a short period of time to
have some, hard coded resolution

{{00:02:17}}
of a different feature.

{{00:02:19}}
It makes all the difference
because the audience really

{{00:02:22}}
feels like they saw it happen.

{{00:02:25}}
And demos are forgiving environments
where you're allowed to walk

{{00:02:32}}
the audience all the way to the
logical end of the use case.

{{00:02:36}}
Even if it's not exactly how it would
happen from a timing perspective in the

{{00:02:40}}
real world, it's still more important
that they get that dopamine hit.

{{00:02:43}}
of actually seeing the thing
work, and run, and finish.

{{00:02:47}}
And, I would really encourage people to
say, how do we, give that same feeling

{{00:02:53}}
that a customer would have when they have
a successful experience with our product?

{{00:02:57}}
How do we make sure that we get all
the way through to that end success

{{00:03:01}}
state inside of the demo window?

{{00:03:04}}
I always think very carefully about
whatever audience I'm about to present to.

{{00:03:08}}
What are the features or the
things that they care about?

{{00:03:12}}
Is it more tactical?

{{00:03:14}}
What role do they have in the organization
or organizations for which they work?

{{00:03:18}}
For us, it's really about
delivering the right message at

{{00:03:20}}
the right time to the right person.

I think it's a mix of really, truly
identifying and calling out the

problems this is solving first, and
how it benefits the end customer,

and then taking another step with the
actual demo itself to make sure it's

Because obviously things that are
simple can be ingested much more easily.

So identifying the problems, letting
people understand how the solution

actually benefits their organization,
and then clearly showing them visually.

how that is actually going to impact
their business and their bottom line.

One, make the message and the
three takeaways really clear.

Two, speak much more slowly than
you imagine you would need to speak

You have to be comfortable only showing
a little bit of what your product can

do and trust that the story you're
telling will spark curiosity and people

will come find you later to learn
out a bit more about what you can do.

I think it's important with any demo that
it works and that you get that dopamine

hit of Oh my gosh, I just saw this
thing that I didn't think was possible

So many people talk about
show, don't tell, right?

And if you find yourself telling
them what you can do, rather than

showing them what you can do,
you're losing some of that, punch.

You're losing some of that, that
convincing nature of actually seeing.

So even if you have to do some back office
magic in order to get that end outcome,

that maybe is asynchronous in your normal
business, but you need in some cases.

Such a short period of time to
have some, hard coded resolution

It makes all the difference
because the audience really

And demos are forgiving environments
where you're allowed to walk

the audience all the way to the
logical end of the use case.

Even if it's not exactly how it would
happen from a timing perspective in the

real world, it's still more important
that they get that dopamine hit.

of actually seeing the thing
work, and run, and finish.

And, I would really encourage people to
say, how do we, give that same feeling

that a customer would have when they have
a successful experience with our product?

How do we make sure that we get all
the way through to that end success

I always think very carefully about
whatever audience I'm about to present to.

What are the features or the
things that they care about?

What role do they have in the organization
or organizations for which they work?

For us, it's really about
delivering the right message at

Fintech Founders

Event Session

Fintech Founders explores the Demo process at Finovate Spring. We focus in this video on how employ key strategies to ensure the presentation communicates the value of the product/solution.
