# Buyer-focused SaaS demo plan

Plan the demo around a decision, not the feature menu. All sample scenarios are fictional and require verification against the actual product.

## Buyer question

- Owner and date:
- Buyer workflow:
- Question the demo should answer:
- Relevant participants and roles:
- Confirmed requirements:
- Unknown compatibility or environment items:

## Decision criteria

| Criterion | Evidence needed | Demo step | Prepared conditions | What remains for evaluation |
|---|---|---|---|---|
| Fill in | Fill in | Fill in | Fill in | Fill in |

Fictional scenario: a support team needs to connect a failed webhook delivery with enough context to investigate a ticket. Possible criteria: find the delivery, inspect its status and response, and associate an appropriate ticket reference. These illustrate a workflow, not verified features of a real product.

## Preparation and sequence

- Sample or synthetic data description:
- Supported environment and inputs:
- Setup assistance used:
- Access and dependency checks:
- Starting problem:
- Intended output:
- Steps from input to output:
- Customer action supported by the output:
- Relevant failure or recovery path:
- Features to leave out unless asked:

## Fallback

- If the live path fails:
- Recording or screenshot provenance and date:
- What the fallback can demonstrate:
- What it cannot establish:
- Follow-up needed:

Identify prerecorded or prepared evidence accurately. Do not imply a live operation succeeded when showing a recording.

## Discussion prompts

- Where would this fit in your team's workflow?
- What would you need to know before taking the next action?
- Who would perform this step?
- What appears missing or different from your environment?
- What do you expect the product to do based on this demonstration?

## Results and next action

| Criterion | Demonstrated, unresolved, or incompatible | Evidence and conditions | Open question | Owner |
|---|---|---|---|---|
| Fill in | Fill in | Fill in | Fill in | Fill in |

- Buyer interpretation and corrections:
- Material limits:
- Proposed next action:
- Inputs and responsibilities:
- Observation window and decision:
- Recap and agreed resources:

A successful sample demonstration supports considering an evaluation; it does not prove customer adoption or success in a different environment.

## One-question agenda

1. Confirm the buyer's question.
2. Identify the sample inputs and prepared conditions.
3. Show the relevant supported workflow.
4. Ask what context is missing for the buyer's next action.
5. Mark each criterion demonstrated, unresolved, or incompatible.
6. Agree on the smallest next test, or close if there is no fit.

- Step where an unsupported requirement would change the plan:
- Exact limit to explain:
- Buyer expectation to correct before ending:

Do not substitute an unrelated feature for an unavailable required step.


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Original resource by Jon Bishop. CC BY 4.0. Illustrative examples are not customer results.