The biggest win for us has been making the sales team genuinely self-sufficient on smaller demo engagements. Instead of scheduling a technical colleague every time a prospect wants to see something, AEs can pull up a short feature demo on the spot - in a discovery call, in a follow-up Meeting, wherever it fits the conversation. Customer Success gets the same benefit for onboarding and expansion talks and for introducing new features.
Practically, that removes a dependency that used to dictate our timeline. We're no longer waiting on someone else's calendar to move a deal forward, and the flexibility to tailor which pieces a customer sees means the demo lands closer to what they actually asked about. The net effect is a noticeably faster sales cycle. Review collected by and hosted on G2.com.
Honestly, not much. The one thing worth flagging is the ramp-up: there's still a learning curve before a rep feels fluent enough to run a demo confidently in front of a customer. It's a small barrier, but it's real — non-technical people do need to invest some upfront time before it clicks.
The other point is less a complaint than a trade-off. You get less improvisational flexibility mid-demo than you would with a live environment, but that's by design. The value is in having uniform, well-prepared demos with a consistent speaking track, and that works genuinely well. Worth knowing going in, though, if your team expects to freewheel. Review collected by and hosted on G2.com.
