Convert your Prospects with a Great Demo

hi everyone welcome to today's webinar my name is Gareth and Grille an account manager in Brussels for the UK Norwegian and Irish markets and today's webinar will be on how to do how to do a great a great demo so the goal really will be to show you the fundamentals of doing a demo and this is going to be a series the first of a series where we're going to continually drill down and take your demo skills to the next level so I'd say that without a doubt our partners they have the functional and technical

know-how and competencies but I feel when it comes to demoing demoing a product we find that sometimes they do actually struggle to show why who do is so great and actually how easy it is to use so so this is what we're gonna do today remember this is your show time doing a demo really at the show time to your customer so the goal should be to impress your customer it's not supposed to be a training course in who do ok they've never seen the software and if you go to into functional you're only going

to lose their interest you're going to confuse them ok so the goal is not to show that functional aspects of you do but how you do actually works and how easy it is to use ok so another thing that you should refocus on is make sure that you're highlighting the customers pain points how you are going to solve those pain points and obviously the value that you're going to create for the customer as well so what makes a good first demo easy and simple ok therein lies what we call the wow effect and that is

it's easy and it's simple so what we want you guys to do is to avoid showing a series of different screens jumping from screen to screen the advantage of who do is actually your ability to go from from one business process to another without actually leaving your your your workflow ok and that needs to be shown because it's it's it's a really important while factor as well the next I'd say very important element is storytelling you need to make your customer feel like he's actually using hoodoo okay so storytelling needs to be in the context

of hoodoo describing we would say the day-to-day activities that your company that your client is facing and as the company actually experiences them okay I'll clarify on that in in a little bit okay so what you really need to remember is your customer is looking for you to solve an issue and that is every single time okay they're looking to solve an issue and that's essentially why they're talking to you so what you need to make sure is that you know what it is that that they need and that you've actually structured a flow their

company flow inside your demo that's hugely hugely important which brings me to the requirements that need to be collected if you actually want to do that good flow so we'll jump on to what you should be doing before the demo okay so customers they need to recognize their business so you can use things like their their name their logos it's a great idea to go and try and find actual products that they're using and put them into your demo you could import a series of products that are you know maybe not theirs but distinct to

their very to their business so they recognize the environment another thing is of what using things like product a or product B really try to use products or services that they actually use and that they recognize ok so another point is really you need to know who you're talking to that's hugely important ok because everyone has different requirements within a company so you're going to need to adapt your demo to those things that I guess are the most important are the most important for them as well also before the demo it's always good to start

your demo by establishing a solid structure ok and what I mean by that is explain what it is that you're actually going to show and that's important because showing it doing this shows well shows the customer that you actually understand the needs and then propose how it is that you're going to solve the pain points ok that you've already established with them during your qualification call for example okay and it's important because it really sets the tone for the demo and they make sure that everybody is on the same page ok so your customer should

absolutely know from the outset where the demo where the demo is going so the wow effect how to impress your customers now I've already mentioned the wow effect and I think we're really lucky what they'll do because we have many ways to our customers so I'd like to propose a few different ways that we can actually do that now presenting who shouldn't be a series of screens okay I mentioned that it really has to be your ability to show how clean and intuitive the Udo interface is how easy it is to use the integration between

the different apps and scalability as well okay so I think if you take away one thing remember show visual flows don't share features okay no matter what the company the flow of the scope of the apps that you're actually gonna be demoing there are what we call must sugars okay that you should do every single demo because they can be replicated across any any flow okay you'll know smart buttons for example which allow you to go from one app to another app without actually leaving your your your your current flow filter is obviously something that

you have to mention we have a hugely powerful filter system and that needs to be shown okay and allows them to easily find essentially any information they need extremely quickly group by options I think there are also things you need to show because it allows them to should we say segments large chunks of data into digestible and focused information displays okay that's really important and then of course the chatter okay that's hugely important okay an ERP of course it allows you to improve your operational performance but central to any organization is your ability to communicate

internally okay and externally and to do so quickly easily and with a historical record of the communications that you've had that are simple to find and associate any given business activity so it's really really important that you show the chatter okay and then obviously finally email integration okay that's within that chatter as well so it's your ability to draw external communications inside hoodoos so that everyone in your company can actually access the historical record of every single communication that you've had okay so that's hugely hugely important these are the must must shows that you should

do in every single demo showing a business flow is it's not features okay and as the slide says okay it's not a series of forms of transitions you need to explain the operation you're going to do and I've really written this down because I want this to be on the slide because they're going to be available for you guys later okay so it's not I fill in a quotation that I will convert to a sale order okay you don't explain the fields of a form you want to avoid things like in the customer field I

set X Y Z okay your future customers they don't want to see how the software it works essentially you click on this button you press save what they want to see is the operations they'll be able to do using the software okay so so that's really really important I've actually brought in a couple of examples which I think will highlight better what I'm trying to say here okay so first of all you don't say the promote tool of websites allows you to define keywords on for this page you need to set the title and a

description for it will appear in the search engines instead what you want to say is something more along the lines of use the promotion tool to target keywords that people will actually search for on Google and doing this can easily increase your your visitors to your website your web page by you know 25% which for you means more revenues so you said the same thing another example would be for time sheets so you wouldn't say then by pressing tab you can move to the next cell which quickly fills in the whole timesheet grid okay instead

what you want to say is something along the lines of its blazing-fast to fill in your timesheet for the week your employees will like it it helps save time to record data and an obviously time is money okay so it's how you phrase it as well and they're just two examples you can always come to us if you want some more so a couple more dues in terms so I'm gonna highlight some of them for the moment and that's presentation skills everyone has their own way of presenting but I think there are certain central elements

that that should be should be done by all of you a demo is of course what you show but more importantly in what just as importantly it's how you show it okay so you yourself you need to be enthusiastic about the solution that you're showing it's it's a detail but it's what you want to be really trying to avoid is don't get drawn out of your demo flow trying to resolve you know a complex functional requirements that a could pull you down a rabbit hole and have you trying to solve the issue and spend ten

minutes trying to solve an issue so that's something you really want to avoid always have a pad open I think so that if there are questions that you can't immediately answer you can note down the question in the pad that you've already prepared and then you tell them you're going to review the question later with your consultants so that you can show the fastest easiest way where this can be done and you'll get back to them and show them at a later date for example okay you so demonstration mistakes to avoid I think what you

could do at the end of each presentation block is you could ask if there are any questions so let's say that we're gonna start off with you know when series of flows it could be you know website ecommerce and at the end ask them questions you know are there any questions about this I think it's an interesting way to break up the demo I think it's hard for someone to sit there for an hour and listen to him to demo monologue if you if you want to call it that so I think it's quite good

to break it up and do take the time to ask questions it's a it's a great opportunity to elicit any additional pain points that maybe you didn't pick up drain your qualification call as well okay and this is something you could even display in the structure slide that you you introduced at the very very beginning so they can actually know that you know after each chunk question time question time so this is something that you could try just to make the demo I guess a little bit more dynamic as well because you also do want

to elicit their feedback during so Showtime so actually getting to the demo so I've taken a case today the example actually is it's an office it's a two company the South office supplies and what they wanted was on the front end they wanted to be able to build a website and an e-commerce so create a homepage you know very very quickly they want to be able to start selling their products online with with Odle ecommerce they want to be able to receive contact requests from from any profit from any prospects and in the back end

they wanted to have a CRM which would allow them to treat the request of any of their customers they want to be able to ask for a signed sales people to contact or follow up on any leads that that come into the CRM and they want to be able to manage their sales activities you know calls emails meetings okay also the next part of the flow that they wanted in the back ends with sales in delivery so the next step which is I want to be able to create and sent an offer for in this

particular case we're going to set a table for example they want the customer to be able to receive and then confirm an order and then we should be in position to deliver that that product again and then following from that from sales and delivery invoicing and accounting so the ability to create a draft invoice was important validating the invoice and received the payment so this is the business case that we're going to create and we're going to go through that flow I'm going to this and just jump into a demo database that I've created okay

so great so now we're going to we're going to show you this is the dashboard that you're gonna see when you use videos so as you can see it's a really clean interface all the modules that are available are clearly names I mean it's it's as clean as it gets okay so the first thing we're going to do is we're gonna help you build your website so I just very simply click on the website module I'm going to go into my website and let's start building it as it turns out there's nothing there so I'm

going to show you in a couple of seconds how easy it is to to create a website so click on edit first things we want to do is maybe put a cover ok who do we'll always prompt you and try and help you through all of these processes as you can see on our left hand side we just have this we have a whole series of options available to the website you can just drag and drop them in everything is editable you can change fonts sizes and okay let's put a catchy headline say designer office

supplies very easily just add some more text you can multiply that you could put extra buttons it's really quite straightforward okay in this particular case I feel the image maybe doesn't really represent their company so let's have a look at that picture here and let's just change the background image okay so we have a whole series of pictures that are available to us now let's say something along the lines of office furniture okay what looks good here in office furniture that looks good you okay there it is looks much better very easy to do and

again and we can spend quite a lot of time on this you can make a gorgeous website let's just say that we add a call to action for example I think that would be a call to action mmm there's one there so we just throw that in there do something very very simple like it's a 20% off your first purchase easy okay and let's just bring that contact us a little bit closer okay you get the idea I mean we can spend quite a lot of time on this but you can make a gorgeous website

so that's it that's done okay so as you saw a couple of minutes I've just created a website I haven't got any coding skills so now you have your website you also wanted your e-commerce so I've actually taken the liberty of actually populating your e-commerce with some of the products that you actually already sell and similar products that you sell with enough office supplies so let's show I think now I mean an interesting I'm going to show what your customer would say okay so your customer now is going to actually I'll show something first which

i think is actually quite interesting I didn't mention it first but this is you know people are using their phones using their tablets I think it's a good thing maybe to also show them just how mobile response if everything is that you can see what it looks like on the tablet because obviously people are going to be using all these different mediums as well so it's good it's good to show that as well I think there's also an SEO feature I think that's quite important so let's just optimize the SEO it's really straightforward so as

you can see here that's the description area that's what actually be displayed on the a search page so what do you write well let's just say that we're actually doing office supplies so I type in office supplies and we're gonna search that and in fact what this is going to do it's going to put out the most used keywords related to office supplies and now we're talking about longtail keywords okay so what you might want to do in your description is say you know office supplies available near you or in-store or online nearby something like

that so that you can actually get a good SEO ranking okay that's really really easy to set up so we'll go back into the shop and we're going to be your customer for a moment so here I am on your on your e-commerce website and I see that I would like to buy let's say the pedal bin okay that's a nice that's a nice bin I only actually I need about four of those as well so for add it to cart okay right price is correct process checkouts very intuitive billing and shipping rag don't need

to edit it and yes wire transfer that's how we've been paying with you guys in the past perfect and now okay so what we actually see here is the front end for your client this is his portal on your e-commerce okay so once he's done the the transfer will send in the table but as you can see just down here this has created a sales order in our back end so that we're able to follow it up as well so very very very very easy to use so I've set up your e-commerce so that someone

can just purchase one of your products in an instant so that's quite cool now let's imagine this is a customer who who isn't in your database he's never bought from you before he has some questions so let's just say he wants to contact you okay the default is you know send us an email I mean it's good but it could be better so this is one of the magical things about you do it's how easy it is to to add modules to your to your do whole ERP invites okay so here we're just gonna say

we're gonna add a feature here it's add something like I said the contact form all of these modules take moments to to install as we can see now it's installed okay there's my contact form so let's just have a look at what that what that actually looks like so I go back to my home page and now when the person presses contact us or you know the other various buttons because when a book call to actions a little bit everywhere now we have something that's much more user friendly but importantly there's a purpose behind this

is we want to generate a leads in our back-end for this so we want some more information about that person not just an email let's put my name just for example okay +32 up my email that's a company objects in your tables that and let's say rise those tables that go up and down right I can't you okay it's just an example of course okay let's do your customer very very easy he's told you exactly once and you'll send it off okay so we tell them we're gonna get back to you shortly so we've created

a lead now what I'm going to show you now is we're gonna go back to our dashboard and I'm gonna show you a little bit how easy it is to just a navigator we do how visually appealing it is how easy the interface is just on this dashboard maybe I just want to type sales now it's a shortcut it allows me to let's have a look at the sales teams for example I'm straightaway I'm on that I'm on that page so that was really really easy and you know we can do hundreds of examples like

that we can do CRM okay we can have a look at you can find anything just through these relatively quick shortcuts as well okay let's go into one of the applications our CRM again really clean really visual interface this is what we call our Kanban board we have shortcuts within here as well repairs we just click on outs and now we can actually see all the different shortcuts so should I want to create I could just press the ctrl C and I'm in a position to actually create a new lead so over time you will

actually learn these shortcuts it just allows you to be more efficient it just allows you to work faster in effect so once again very easy to use interface these are the different opportunities that we're working on we can just drag one from one stage to the next and you'll notice up here the number changed and decreased here so I'll do that again and I can do that for all okay it updates in real time very practical for your for your forecasting and you can see up here is our filter feature our filters are so powerful

because they connect to absolutely everything in your database so you can search for anything you want in this particular case this is a it's a it's a filter for my pipeline where I to remove it now actually you see I I'll actually see all the different opportunities that are available I could have a look at overdue opportunities okay we're obviously doing very well at our company that we're ahead of everything but you get the idea so I'll remove that we can group by again I was saying it allows you to segment large chunks of data

so let's say that we want to segment by country okay so now we see the various countries so let's say this is something that's I could get much like very very deep and I'll show you a quick example how deep you can give it I mean you can add absolutely anything so your heart content and it really helps you suit the way that you work and have your favorites okay so when you do create something let's say that this was a filter that I wanted to create and we just saved that current search I would

say that I want to see that by default I save it in this my pipeline so you can actually every person in your company will create their own filters to really work with the way that they work okay and save their own filters it just makes them more efficient more efficient over over time then if you look on the right-hand side so this was a Kanban view a lot of people like using the ListView I'm going to remove that actually I'm just going to go into a pipeline here and then go back into the ListView

so I mean it's a choice personally I always use the Kanban I have a lot of colleagues that like using ListView because you have different types of information by clicking some of the the elements at the top it allows you to actually put them in certain orders sometimes you'll use one sometimes you'll use the other so extremely easy to use a lot of flexibility if we were to look at our our grass so we thought we have a lot of reporting very powerful reporting which you can customize exactly as you need it to be in

this particular case okay so let's just remove undefined mediums and we can see that okay in this particular case email is actually our number one means of getting leads okay that's interesting website only 14 okay so maybe we should work a little harder on our website and see if we can you move the the needle on that and try and bring that up so just reporting okay you have a cohort view by week amounts that earned here we have as well as the code word view graph you as well so I can see Australia's you

know really have performing and again you know you can you can just keep this is the pivot table for reporting purposes I could just download this and now have it in an Excel format okay so so that was sort of the ease of use and the ability to find what you need to find exactly when you need to find it and your ability to to understand your data exactly as you wanted and your ability to share that data to whoever needs it as well okay now if you remember we created a lead okay gentleman wrote

something in our contact form so we're gonna have a look at our leads here and see so now in fact I'm I'm I'm one of your sales guys I'm in your company and I'm looking at the different leads that are here and I know I'm working on all of these and I look down and I see that okay and you need to just come in I'm interested in your tables that can rise okay and you said we look and see what that is that can rise okay I'm not hundred percent sure what that means but

it looks like a legitimate opportunity I have a phone number I have a professional email address I see a good question are they available in large quantities that's phenomenal for me so what I'm going to do is I'm going to convert that now we're not between the team okay I'm gonna give that to Mitchell because he does our larger our larger accounts and he's already mentioned that he wants a lot of tables okay so I create that opportunity and now the opportunity has been assigned to to Mitchell okay so [Music] let's say that Mitchell now

gets into gets into issues and he wants to look at his opportunities so he'll go into his into his pipeline and there's his pipeline I'm gonna like it I've saved the countries which I shouldn't have done so I'm actually gonna group by person I'm sorry I'm gonna do this she'll be easier okay so this is my pipeline I'm Mitchell and here are the new leads on my left-hand side so I'm looking at this opportunity right here I'm interested in your tables that can rise okay great so a lot of important features here to mention the

first is scheduling activities logging notes and sending messages I'm going to take them one by one now so the first thing I'm going to do is maybe contact this customer right away so by clicking send message I am literally going to send an email to that person straight out of my CRM okay so it's a high Gareth thanks for the inquiry thanks for the inquiry would it be possible to schedule together and then I send that and I've just sent an email now to to our customer the great thing is that information is logged in

my CRM I'm gonna want to follow that up so I've sent a message an email and I'm gonna schedule an activity now let's see what I could do if he doesn't contact me back I remember there was a phone number so I'm gonna call him okay well to assess quantities for example I'll give him the time to respond to his email so I'm hungry but today's Friday so I call him on Monday so if I haven't heard from him on Monday and I can add any information I want here as you can see or recognize

a lot of these tools you can add documents you can add links it's about so I'm going to schedule it and as you can see in five days call to assess call to assess quantities okay let's try and go forward in time now and let's say that that was due for today okay so I'm back he didn't email me back okay so what I'm gonna do is I'm going to maybe send him another email but let's just say that we had her call and it was and it was done so it was a great call

so I've done that so what I want to do now is I should want to log some information which allows me to be able to come back to this and really get a sense of the history of this of this of the communication that I had with him so had a great poll very cool very positive was asked juice and words and press okay it's done okay I could actually schedule another activity and decide to to do to send a quote I'm going to send it right away so a new quotation for tables that rise

I don't know I gave that example so let's just say a table okay so it's the large meeting table let's just say that okay and it's maybe not use that one customized I think customizable is okay so it's the customizable desk it goes up and down okay now after my discussion with him he actually did one a large quantity he wanted to buy 20 of us which is which is a nice deal for us okay we don't have 20 what's great about it we do as well everything is linked so in fact it's gonna tell

you if you do or if you don't have the quantities that you require so let's just say that for him the large quantity was two and there are none okay we find another product here where say I'm pretty sure we can afford one storage box you get the point though okay so let's imagine the storage box was in fact a whole series of tables I could have set up the inventory to for this demo and it's a good example of what maybe you could if you know you're gonna go through a particular flow okay so

that's done I'm just going to give him two weeks to sign the quotation and as a standard I give them 30 days okay so you can add your terms and conditions here whatever you want to do I look up on the left hand side once again the green buttons are what you do will always suggest to be your next logical step okay so we've created it we're gonna save it and I want to send that by email so this goes to Gareth and Grille to me everything's really prefilled in fact because we have templates so

you had templates so it's already written here's your quotation and for the amounts okay and that's something you can do after another thing is that we will send it in PDF so if I have a quick look here as you can see we've got our logo we've got our address and this is something that we've set up before extremely quick so he has a version a PDF version if you need this okay little phrase here okay so I'm gonna send that as you can see it's been sent by email and I'm just looking something here

which is so it's the way I work as well I don't realize scrolling down to see the history of of the item directions I like seeing things right side so what I tend to do also and this is great actually it's just you can you can change the the resolution on your on your display to match you know your way of working if you have a larger screen or a smaller screen in my case I actually like this where have the chatter to the right-hand side and my core information on the left-hand side it just

makes it much easier to work in it's faster as well okay so as we can see here the quotation went from a quotation once I sent it it went into a got sent okay so the client what I'm going to do is I'm going to go here I'm gonna preview what the client now sees okay so this is the the portal it's really really nice interface and you can modulate this any way you want to really suit your your your your company colors and you know you can do anything with this but at the moment

I'm looking at this everything is correct so I'm very happy with it so I'm just going to accept and sign that so we're gonna do that by a signature because it's very fast I'll accept them to sign that okay great so that's been done now if you go back into your sales guy Mitchell's Mitchell's interface as you can see he just received an email you can have a look yeah it was indeed signs brilliant I'm really happy orders going through I'm gonna confirm that so now that I confirm that obviously what I'm gonna do is

I guess I want to send it so let's let's just check the delivery as you can see here the delivery is here okay it's ready really important to mention here I don't know if you remember I showed you a dashboard and we had inventory I haven't actually had to leave my flow to go into inventory or to go into contacts I'm doing everything from one flow and that's what we call our our smart buttons but you know we can we can go into that in a cup in the moment so that's great okay it's really

everything's there I can validate it with the next obvious action so okay so that's been done I'm gonna go back to the sales order because we want to be able to create an invoice now so next obvious action I create an invoice I won't go into too many details I'll just create it that's great and again another smart buttons appeared I don't need to go into the invoicing app I just click on invoices and there's my invoice so you'll notice that it's in draft at the moment I'm gonna need to get accounting to to give

me to go ahead on that so before I validate the invoice what I might do actually is contact my accounting team we've covered schedule activities we've covered send messages and love notes is your way to communicate internally so they said Laura is there Laura and our company is Lorraine so Lorraine's in accounting I & you firm I'd like to validate this order okay so I like that she gets a notification she'll come back to me it'll be logged in there and she says go ahead validate and boom we're done and I can I could send

that and print it as well for them as well okay now we've covered a very large flow as a generic flow I would say and I'm gonna go back here too go back to that and this is what we feel that this is a pretty good idea actually to include your demo so I would say remember that this was a first demo okay it's not a proof-of-concept what you're trying to do is to wow them show them wow that was really that was really incredible in two minutes we succeeded to create a website we got

an order from a customer directly we took a query from a customer that allowed us to follow through a whole flow of communication to send a quotation which they were able to sign online we delivered a product we sent an invoice I've done that in the space of 25 minutes okay so I think it's important that you really yuri iterate what you've just been capable to do in such a short space of time okay now's a good time to ask them if there any remaining questions I think this moment is again I mentioned it briefly

before but it's a great opportunity for you to draw out more more specific requirements that your customer has actually okay because as they're actually being immersed in their in the typical workflow you'll find that it'll it will elicit more pain points that they may not have mentioned during your qualification core call okay again make sure that you note everything down so that you can prefer prepare for round two and then you always finish off your demo with pricing which is the biggest wow factor and the next action next actions you always have to plan a

next action okay schedule demo2 you know during the meeting if you can tell them precisely when or how are you going to get back to them on the questions that arose maybe during the the demo but always have a next action I said well I mean pricing and next action is actually gonna be the focus of another webinar soon so I'm not going to focus on that right now so well thank you that was it with fundamentals of how to do a demo I think it was just core things that can be translated to everything

okay and like I said this is the first of a series this is basic and we're gonna get more granular and show you better tips and tricks as as time goes on so I hope you enjoyed it I expect there going to be a few questions I haven't had a chance to look to be honest with you I'm not sure what we are on time so okay presentation template PowerPoint should be great yeah the PowerPoint actually be available on the on the partner knowledge base for all our partners Moses chagum do we recommend a proper

qualification before doing a demo I would strongly suggest it I mean you always have to do proper qualification I think it's fundamental as you might find yourself actually doing a demo in front of an intern if you're not careful so I think it's important during a qualification that you establish that you're talking to the right people that they have a budget and they have a real project in mind because if you're gonna have to go to their offices and take the time to do a demo make sure that you are doing it with a with

you know that you're not wasting your time so yeah I would say a qualification is essential before doing any demo I think that if you don't understand their flows there are pain points and I mentioned that earlier on really tried to solve their pain points because if they're considering odoo or any other solution it's because they are they have a pain to have a business process that they're struggling with and they want to get to the next level okay so I think it's important that you understand that information so you can kind of tailor it

in the first instance with a with a first with the first demo you could always do proof of concept later but the point now is just to kind of convert them into okay that sounds great let's take it to the next step what am I looking at now it was nice for a first demo Domonique a thank you very much more complicated with customizations actually not really I know a lot of people a lot of my colleagues actually will do that using studio so you can very quickly let's say that you're in the CRM and

somebody says that in fact there's this one particular feel that we require let's say that or now let's say that's in your your your client says oh here it says that your employee says coach we don't call them coaches we call them team leaders okay you open studio you change it you change it from koshered team leader close and boom we move on so I think that's quite powerful actually if you get used to if you get used to using that wek more complicated customization so if I missed a way of doing some functions while

doing a demo how should i over come that um we see if I understand the questions so you had some things that were planned in the flow you forgot to do them how should you overcome that I don't think there's any reason you can't come back to it I think that if afterwards you remember how there was that really cool feature I wanted to show and I forgot there's no reason you can't come back to it I mean it's not a you know you're trying to build a relationship also with with your customers you know

everyone's human and I think it's I don't think it's a problem to tell them I completely forgot there's another well feature I wanted to show you maybe it works actually I wouldn't have any problem doing that myself personally make sure that the main points are covered at the end of the demo okay that's what we don't get yet okay so that's the questions listen I hope Dominique when clients are bigger they often a complex customization is not just a feels unfortunately it depends how big if you could be working with very very large customers I

think a first instance it's always the same I mean I've seen it a lot as well the first thing they want to know is you know is this something that we want to consider and we're considering a lot of different solutions at the moment I think your ability to qualify exactly what their pain points are be able to show that we can solve it quite quickly and to be honest with them say look this is what we're able to do in our standard version but this particular flow that you're requesting would require some development I

think it's interesting for them to see how much is available in the standard version and then obviously you know that's where you start discussing about developments but the important thing is that they go okay this solution sounds like it's quite good let's take it to the next step and if it is a large clients you know you're gonna have to do some business requirements really understand their flows you know send people in and do a proof-of-concept so for larger companies is different at the beginning it's always the same I so I'm gonna wrap up because

we're we have to shut down so like I said there'll be more webinars coming soon I hope as an introductory an introduction to you know the basics of doing demos I was able to help feel free to get in touch with me GMC you do calm I know some of my partners are actually watching today so so thank you for that and we'll see you at the next webinar thank you you