How to deliver an awesome Enonic demoon
If you want to succeed and win bids, delivering a great technical demonstration of the Enonic platform can tip the scales in your favour.
At Enonic we do not only deliver a digital platform for our partners to sell and build solutions to customers. We also actively help our partners succeed, which means, among other things, to guide you to deliver the most awesome Enonic demo possible.
Here we will show you the essential steps you should take from start to finish, and provide some best practice tips.
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The first step before demonstrating anything is to gain insights about your prospective customer. Who is the customer? What do they really care about? For instance, discovering their use case is an invaluable insight you need to have in advance. Is the customer looking for a headless CMS, a web application, a traditional website, or a mixture?
You also need to find out who will attend the demonstration. Are the participants technical or non-technical? What roles do they have? What experience do they have with CMS? The answer to these questions determine the content of your meeting, and how deep you need to dive into different topics like development or editorial interface.
Another beneficial prior insight is which features the customer requires or appreciates. Do some investigation beforehand on requirement specifications, or simply ask the customer what features matter most to them. In this phase you should also discover whether specific integrations are required and what tools the customer already has that are expected to work with the Enonic platform.
With the necessary insights handled, you can now enter the formal preparation phase. Here you plan the specific presentation in accordance with your actual audience and set up the technical solution. The first step in this phase is therefore to set up a local environment of Enonic XP or to use an Enonic cloud trial.
Next, you must decide which apps from the Enonic Market you should use for the demo. For instance, a headless demo would benefit from the Headless Movie Database app, while a more traditional website could be demonstrated with the Superhero Blog. A web app demo should first and foremost include developers, and could make use of the My first web app tutorial.
Now, proceed to create a script based on the insights you gathered. For the non-technical people you should keep away from technical details and instead focus on content production, the landing page editor, the image handling, the interface, and so on. Also customise the script based on relevant apps from the Market based on integrations and tools. Enonic partners will of course receive full script suggestions by request.
Continue the preparation by customising your demo and to ensure that everything has been done and is in the right place, so to speak. Consider finding images and dummy text directly relevant for the customer, for instance financial services examples when the prospective customer is a banking or insurance institution. And remember: the larger the bid, the more customisation.
Finally, test everything beforehand, and rehearse the script, presentation, and actual demonstration.
Performing the demo
When performing the actual demonstration of the Enonic platform, you should firstly set up and present a clear agenda for the customer. Make sure to include introductions to each section, so the customer will know what you are trying to accomplish.
Under the demo, it’s important to tell the customer story. Make it as personal and relevant as possible for the customer, complete with realistic examples and a human story about solving tasks and delivering a great customer experience with the platform.
Make sure you include time for questions, and take notes on valuable insights. And never forget to listen to the customer. Nobody likes a one-way lecture and not being heard. Let the demo act as the starting point for a continuous dialogue, where you attempt to listen as much as possible to the customer in order to show that you really can solve their tasks with the platform and your skills and know-how.