Great Demo Workshop on February 29, 2012

Written by Theresa Shafer. Posted in Demos, Events, Sales

Create and Deliver Surprisingly Compelling Software Demonstrations
“Do The Last Thing First” — the recipe for a Great Demo!

When: Wednesday, February 29, 2012 8 am – 5 pm
Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129
For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit on Hwy 280, about 7 miles from San Jose Airport and 35 miles from San Francisco Airport Hotels Near Great Demo! Workshop

Cost: $620
Before Feb. 8: $595

This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help you turn it into a surprisingly compelling demo!

Register Great Demo

This seminar outlines a framework for the creation and delivery of improved demos and presentations to enable increased success in the marketing, sale, and deployment of software and related products. Whether it’s face to face, in a webinar, as a screencast, or as a self-running demo the ability to present the key benefits of your software product is essential to generating prospect interest and ultimately revenue. Peter Cohan of The Second Derivative gives us the recipe for a Great Demo!

“I am confident that with the insights gained from your workshop we will land more customers in fewer iterations.”
Lav Pachuri, CEO, Xleron Inc.

“Peter Cohan’s Great Demo method really works. It helped us win DEMOgod, and it has allowed us to explain our offering much more clearly to prospects.”
Chaim Indig, CEO, Phreesia
(See “DEMOgod Winner Phreesia Praises Peter Cohan Training“)

ABOUT THE SPEAKER: Peter Cohan, Principal at Second Derivative
Community Web Site: www.DemoGurus.com

Peter Cohan is the founder and a principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005.

Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc. and the board of advisors for Excellin, Inc. He holds a degree in chemistry.

Peter has experience as an individual contributor, manage and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.

Agenda:

  • 8:00 AM Breakfast & Registration
  • 8:15 AM Workshop begins
  • Noon Lunch
  • 1 PM Workshop Continues
  • 5 PM Wrap up

Seating is Limited These are intensive sessions and we ask that you arrive at least 15 minutes before 8:30AM start time to ensure you will have a seat and won’t disrupt the session once it is underway.

For more information: Theresa 408-252-9676 events@skmurphy.com

The Fourth Quarter of 2011

Written by Sean Murphy. Posted in Sales, skmurphy

It's Later Than You ThinkHard to believe that 2011 is already three-quarters over. Slightly more actually. I need to take the time in the next week to recap our goals for 2011 and recalibrate what is still “in the feasible region.” If I am feeling more ambitious I will also sketch out a preliminary list of goals for 2012. It’s always easier in December to revise a list than to start with a blank piece of paper.

If you need to take the time to re-plan but cannot find it, remember that the end of Daylight Savings Time on November 6 (if you are in the US, elsewhere your mileage may vary) will give you back an hour you can use.

There are only about 40 “selling days” left if you are trying to close deals with businesses. But it’s worse than that. If you haven’t started a conversation with a new prospect by mid-November you will likely get asked to “contact me in the new year when I have a better idea of where we are.” Same guidelines apply if you are looking for potential beta sites.  It’s later than you think.

The future is an abstraction, all change is happening now.”
Marcelo Rinesi

SKMurphy, Inc. 8 Years In: What We Are Working On Now

Written by Sean Murphy. Posted in Customer Development, Sales, Testimonial

“Sean Murphy adds tremendous value for startups in setting them up “getting out of the building” and how to make sense of the data they’ve gathered.  He’s one consultant I personally know (I’m sure there are others) who doesn’t confuse his role with the founders. I think of his consulting firm as a “force-multiplier” for Customer Development.”
Steve Blank in a discussion in the comments for “Consultants Don’t Pivot, Founders Do

I got the following E-mail from an entrepreneur on Friday

Heard a lot about you and been meaning to connect! Appreciate you taking a look through my blog and your comment was awesome. Is skmurphy.com your main thing right now? What else are you working on?

What follows is my answer, in case you had the same question.

We do customer development and new product introduction consulting in B2B markets for expertise driven products. Typically companies or consultants who want to turbocharge their practice with technology –we recently worked with a team that had developed a 1.2 mm thick heat pipe made from nanomaterial that can be used for LED, high performance computing, and electric vehicle applications).

I don’t like to travel but we have a global practice with about 2/3 of clients  in Silicon Valley (either HQ, for events,  and/or deals in Silicon Valley) and 1/3 in North America, Europe, or Asia. We collaborate with remote teams  using a variety of technologies including skype, CentralDesktop, and GoToMeeting.

We help with strategy (typically bringing clarity and a priority to a set of problems and/or opportunities), pricing, negotiation, sales presentation preparation, and early market exploration. We have a strong focus on sales because a paying customer is not a market hypothesis but a  fact, offering proof that your product and go to market strategy are viable.

I am not very fond of the word pivot, I think most successful startups actually build on “problem/founder fit” and need to zoom in on where they offer the most value to get established. I have taken an entrepreneurial approach to life (punctuated by education a number jobs in large companies) for more than three decades.

We also do

The common thread is small group discussion as a way of facilitating knowledge sharing and learning. The breakfasts normally have 8 to 16 people around a single table, the book club is a panel discussion between 3-5 people with questions from the audience to keep it lively and engaging, and the workshops we normally cap  at between 16 and 22 depending upon the subject matter. Private workshops are with one team and their advisors and typically are 3-6 people

Book Club: Cohan’s “Great Demo!”

Written by Theresa Shafer. Posted in Books, Demos, Events, Sales

We have two sessions on Peter Cohan’s Great Demo! book.
  1. Sep-4-2012 that addressed  “Lessons Learned Implementing The Great Demo! Methodology” We had two change agents join us on the panel: Barry Nelson and Jolie Rollins and our intent, consistent with the Book Club’s promise, elicit actionable insights from the panel informed by the book’s content.  Listen to the session
  2. September 14, 2011. Matt Cameron CEO of WhoTo.com, Jon Cline Principal at CirrusPath, and Brian K. Seitz Managing Director of the Intellectual Arbitrage Group join Francis Adanza and Sean Murphy to discuss lessons learned applying the methodology from Peter Cohan’s “Great Demo.” View the recorded session
Great Demo!: How To Create And Execute Stunning Software Demonstrations by Peter Cohan

Cohan Great Demo

Great Demo! provides sales and presales staff with a method to dramatically increase their success in closing business through substantially improved software demonstrations. It draws upon the experiences of thousands of demonstrations, both delivered and received from vendors and customers. The distinctive “Do the Last Thing First” concept generates a “Wow!” response from customers.

BUY NOW

Related Resources:

Share your story –

Leave a comment below

  • What do you think of the book?
  • Do you have a question about the current book?
  • How did impact your business?

Additional Book Reviews

The Lean Startup
Managing Oneself
You Need To Be A Little Crazy
Boyd-OODA Moore's Darwin and the Demon HBR article

Great Demo! Workshop on October 12, 2011

Written by Theresa Shafer. Posted in Demos, Events, Sales

Create and Deliver Surprisingly Compelling Software Demonstrations
“Do The Last Thing First” — the recipe for a Great Demo!

When: Wednesday, October 12, 2011 8 am – 5 pm
Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129
For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit on Hwy 280, about 7 miles from San Jose Airport and 35 miles from San Francisco Airport

Cost: $590
Before Sept. 28: $566

This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help you turn it into a surprisingly compelling demo!

Register Great Demo

This seminar outlines a framework for the creation and delivery of improved demos and presentations to enable increased success in the marketing, sale, and deployment of software and related products. Whether it’s face to face, in a webinar, as a screencast, or as a self-running demo the ability to present the key benefits of your software product is essential to generating prospect interest and ultimately revenue. Peter Cohan of The Second Derivative gives us the recipe for a Great Demo!

“I am confident that with the insights gained from your workshop we will land more customers in fewer iterations.”
Lav Pachuri, CEO, Xleron Inc.

“Peter Cohan’s Great Demo method really works. It helped us win DEMOgod, and it has allowed us to explain our offering much more clearly to prospects.”
Chaim Indig, CEO, Phreesia
(See “DEMOgod Winner Phreesia Praises Peter Cohan Training“)

ABOUT THE SPEAKER: Peter Cohan, Principal at Second Derivative
Community Web Site: www.DemoGurus.com

Peter Cohan is the founder and a principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005.

Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc. and the board of advisors for Excellin, Inc. He holds a degree in chemistry.

Peter has experience as an individual contributor, manage and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.

Agenda:

  • 8:00 AM Breakfast & Registration
  • 8:15 AM Workshop begins
  • Noon Lunch
  • 1 PM Workshop Continues
  • 5 PM Wrap up

Seating is Limited These are intensive sessions and we ask that you arrive at least 15 minutes before 8:30AM start time to ensure you will have a seat and won’t disrupt the session once it is underway.

For more information: Theresa 408-252-9676 events@skmurphy.com

Be Mindful of People’s Time

Written by Theresa Shafer. Posted in Sales

Tristan Kromer covers 8 tips for getting your email read.

  1. Keep it short
  2. Who are you?
  3. What do you want?
  4. What you think is irrelevant
  5. Everyone likes numbers
  6. Easy on the attachments
  7. Include all relevant information
  8. Follow up

It’s  a great set of points that also apply to meeting someone at a networking event, a cold call, or your first meeting with a prospect.

Three Additional Suggestions For an Opening Email

These apply to a situation where you have not actually met or spoken with the person before.

  • Mention a friend in common: if you have a friend in common or someone suggested that you e-mail or call, mention that in the firs two or three sentences. And be mindful that you are now potentially spending that person’s social capital with the person you are talking to as well as your own.
  • Mention an article, blog, podcast, or video: if you liked a particular article, blog post, podcast or video they did then mention that with a link and add one sentence about what you learned from it or why you liked it.
  • If you heard them speak: if you have attended a talk they gave mention the specific date, location, sponsoring organization or event, and topic. Add one or two sentences on key insights you took away.

Three Additional Suggestions For a Follow up E-mail

  • Outline specifically where you met or spoke: date, time, event, location, any other detail that would make it particular or memorable. You want to show that you have actually met them and this is not a cold or opening email.
  • Document actions you have already taken: if they suggested that you do something or investigate something when you last spoke, outline what you have done to follow up.
  • Outline other research you have done: if you have done additional research on them mention an article, podcast or video that you reviewed and what you have learned from it.

Related Blog Posts and Articles

Mapping the Path to Your First Dollar of Revenue – Handout

Written by Sean Murphy. Posted in Customer Development, Events, Sales, skmurphy

Here is the handout from this morning’s Bootstrapper Breakfast® in Walnut Creek.

Mapping the Path to Your First Dollar of Revenue

Sean Murphy, SKMurphy, Inc.
Bootstrapper Breakfast Walnut Creek Jan 25, 2011

Entrepreneurs tend to focus on having a good idea, or on the challenges of developing a new product, or on finding co-founders to form a company. While all of these are important the most significant early milestone for a bootstrapper is making the first dollar of revenue from a customer willing to act as a reference. SKMurphy has a five-stage model for startup evolution, this morning we are going to focus on the first three, and in detail on the early customer stage when money actually starts to flow into your firm.

Starting a business is a long hard path with many twist and turns, dead ends. You will try many things: some will work; many will fail; some it can be hard to tell whether they have succeeded or failed–do you need to give them time or not? We have found that understanding where you are and focusing on the next risk reducing milestones can help shorten the path you travel to revenue. We have mapped out the early stages of a startup to help you avoid worrying about the less important issues and challenges you should defer to a later stage.

Let’s look at the first couple stages with a particular focus on the early customer stage, where money starts to flow into your startup for the first time.

  1. The Idea / Formation stage starts with one or more ideas and may end with a team formed around a working consensus on how to evaluate the technical and market feasibility of the idea(s). Customer Development Risks:
    • Make Your Assumptions Explicit & Testable
    • Don’t Stop at “Anyone Will Want This Product.” Who Needs & Will Pay For It?
    • Confuse The User With The Customer: Customer Pays You
    • Believe That Your Product Will Sell Itself: Pre-Viral Customer Acquisition Cost (Hours/$)
  2. In the Open for Business stage you have a business ownership structure, and you have the necessary documents and tools in place to transact business: e.g. business license, Federal Tax ID, software license, etc. The Best is the Enemy of Good Enough:
    • Spec the Full Product But Focus on Minimum Feature Set Needed to Sell
    • Clearly Define and Focus on Break-even and Profit
    • Don’t Expect Perfection or Too Much Too Soon
    • Need Planning & “Target Practice”
    • Iteration & Improvement: Nothing New Ever Works
  3. Early Customer stage is where you develop your first customers. First sales are generally to friends who know and trust you. These customers can act as a reference for future customers. Typical Sales Cycle:
    1. Suspect: Target of Messaging
    2. Prospect: Initial Conversation, Understand Their Problems and Needs
    3. Qualified Prospect: You Offer Clear Value & They Can Pay For It
    4. Demo/Presentation: show results based on representative data
    5. Champion: Who is your internal salesperson. May be different from ultimate decision maker.
      1. Champion can map the process that will be followed for the purchase decision.
      2. Champion has a track record of introducing innovation into the organization and getting it adopted.
    6. Proposal: May be verbal initially, but most firms won’t invest time in a detailed evaluation without budgetary pricing at least.
    7. Evaluation: show results based on their data and workflow
    8. Purchase: purchase order & relevant ancillary agreements (e.g. license agreements)
    9. Payment: note that this may be 60-90 days in today’s economy
    10. Reference/Testimonial: as important as payment for early sales, negotiate for this as hard or harder than price.

See also  “Quick Thoughts on Selling Software For Engineers

Great Demo! Workshop on April 12, 2011

Written by Theresa Shafer. Posted in Demos, Events, Sales

Create and Deliver Surprisingly Compelling Software Demonstrations
“Do The Last Thing First” — the recipe for a Great Demo!

When: Tuesday, April 12, 2010 8 am – 5 pm
Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129

Cost: $590
Before March 28: $566

This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help you turn it into a surprisingly compelling demo!

Register Great Demo

This seminar outlines a framework for the creation and delivery of improved demos and presentations to enable increased success in the marketing, sale, and deployment of software and related products. Whether it’s face to face, in a webinar, as a screencast, or as a self-running demo the ability to present the key benefits of your software product is essential to generating prospect interest and ultimately revenue. Peter Cohan of The Second Derivative gives us the recipe for a Great Demo!

“I am confident that with the insights gained from your workshop we will land more customers in fewer iterations.”
Lav Pachuri, CEO, Xleron Inc.

“Peter Cohan’s Great Demo method really works. It helped us win DEMOgod, and it has allowed us to explain our offering much more clearly to prospects.”
Chaim Indig, CEO, Phreesia
(See “DEMOgod Winner Phreesia Praises Peter Cohan Training“)

ABOUT THE SPEAKER: Peter Cohan, Principal at Second Derivative
Community Web Site: www.DemoGurus.com

Peter Cohan is the founder and a principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005.

Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc. and the board of advisors for Excellin, Inc. He holds a degree in chemistry.

Peter has experience as an individual contributor, manage and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.

Agenda:

  • 8:00 AM Breakfast & Registration
  • 8:30 AM Workshop begins
  • Noon Lunch
  • 1 PM Workshop Continues
  • 5 PM Wrap up

Seating is Limited These are intensive sessions and we ask that you arrive at least 15 minutes before 8:30AM start time to ensure you will have a seat and won’t disrupt the session once it is underway.

For more information: Theresa 408-252-9676 events@skmurphy.com

Compelling Demos

Written by Theresa Shafer. Posted in Demos, Events, Sales

Second Derivative’s Great Demo! seminar on September 15, 2010 helps frustrated sales, marketing and presales professionals and entrepreneurs improve their skills and gain dramatic results. Peter Cohan helps organizations like Keynote Systems and Phreesia put the “Wow!” into their demos to make them crisp, compelling and successful.

“I believe everyone on the team will find that your training and demo workflow has been extremely effective – we are confident that we’ve closed business directly as a result of applying Great Demo! practices. The Sales Engineers started using what they learned in the training and were amazed at the results! Their respective Account Managers were so amazed they all went out and bought the book, now we will be doing a training for the whole sales force!” reported Robert Hughes, Global Director of Solution Consulting at Keynote Systems, the leading provider of on-demand test and measurement products for mobile communications and the Internet.

“Peter Cohan’s Great Demo method really works. It helped us win DEMOgod, and it has allowed us to explain our offering much more clearly to prospects.” Chaim Indig, CEO, of Phreesia, the leader in patient check-in, with a network of thousands of clinicians nationwide.

Co-sponsored by SKMurphy, Inc., the Great Demo! Workshop is now available in an open enrollment format. These workshops are perfect for individuals looking for sales and demo skills training.

During the full day Workshop at the Moorpark Hotel in San Jose, California, Peter Cohan will present tips and best practices for demos whether face to face, in a webinar, as a screencast, or as a self-running demo.

This highly interactive, practice-driven training class outlines a framework for the creation and delivery of improved demos and presentations to enable increased success in the marketing, sales, and deployment of software and related products. Attendees can also bring their demo and have it critiqued.

Limited spaces are available on a first come, first serve basis. To reserve a seat in the seminar visit http://www.skmurphy.com/blog/2010/04/14/great-demo-workshop-on-sept-15-2010/

ABOUT THE SPEAKER: Peter Cohan, Principal at The Second Derivative

Website:  www.SecondDerivative.com, Community Web Site: www.DemoGurus.com

Peter Cohan is the founder and a principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005.

Great Demo! Workshop on Sept 15, 2010

Written by Theresa Shafer. Posted in Demos, Events, Sales

Create and Deliver Surprisingly Compelling Software Demonstrations
“Do The Last Thing First” — the recipe for a Great Demo!

When: Wednesday, Sept 15, 2010 8 am – 5 pm
Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129

Cost: $590
Before Aug 28: $566

This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help you turn it into a surprisingly compelling demo!

Register Great Demo

This seminar outlines a framework for the creation and delivery of improved demos and presentations to enable increased success in the marketing, sale, and deployment of software and related products. Whether it’s face to face, in a webinar, as a screencast, or as a self-running demo the ability to present the key benefits of your software product is essential to generating prospect interest and ultimately revenue. Peter Cohan of The Second Derivative gives us the recipe for a Great Demo!

“I am confident that with the insights gained from your workshop we will land more customers in fewer iterations.”
Lav Pachuri, CEO, Xleron Inc.

“Peter Cohan’s Great Demo method really works. It helped us win DEMOgod, and it has allowed us to explain our offering much more clearly to prospects.”
Chaim Indig, CEO, Phreesia
(See “DEMOgod Winner Phreesia Praises Peter Cohan Training“)

ABOUT THE SPEAKER: Peter Cohan, Principal at Second Derivative
Community Web Site: www.DemoGurus.com

Peter Cohan is the founder and a principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005.

Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc. and the board of advisors for Excellin, Inc. He holds a degree in chemistry.

Peter has experience as an individual contributor, manage and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.

Agenda:

  • 8:00 AM Breakfast & Registration
  • 8:30 AM Workshop begins
  • Noon Lunch
  • 1 PM Workshop Continues
  • 5 PM Wrap up

Seating is Limited These are intensive sessions and we ask that you arrive at least 15 minutes before 8:30AM start time to ensure you will have a seat and won’t disrupt the session once it is underway.

For more information: Theresa Shafer 408-252-9676 events@skmurphy.com

Great Demo Workshop on April 9 2010

Written by Theresa Shafer. Posted in Demos, Events, Sales

Create and Deliver Surprisingly Compelling Software Demonstrations
“Do The Last Thing First” — the recipe for a Great Demo!

When: Friday, April 9, 2010

  • 8:15 am – 5:00 pm
  • Advanced Topics PM Session: 1 – 5pm (see below)

Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129
Cost: $560

This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help you turn it into a surprisingly compelling demo! AM Session Cost (includes breakfast, lunch, copy of Peter Cohan’s “Great Demo!” book):

Register Great Demo

This seminar outlines a framework for the creation and delivery of improved demos and presentations to enable increased success in the marketing, sale, and deployment of software and related products. Whether it’s face to face, in a webinar, as a screencast, or as a self-running demo the ability to present the key benefits of your software product is essential to generating prospect interest and ultimately revenue. Peter Cohan of The Second Derivative gives us the recipe for a Great Demo!

“I am confident that with the insights gained from your workshop we will land more customers in fewer iterations.”
Lav Pachuri, CEO, href=”http://www.xleron.com/”>Xleron Inc.

“Peter Cohan’s Great Demo method really works. It helped us win DEMOgod, and it has allowed us to explain our offering much more clearly to prospects.”
Chaim Indig, CEO, Phreesia
(See “DEMOgod Winner Phreesia Praises Peter Cohan Training“)

ABOUT THE SPEAKER: Peter Cohan, Principal at Second Derivative
Community Web Site: www.DemoGurus.com

Peter Cohan is the founder and a principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005.

Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc. and the board of advisors for Excellin, Inc. He holds a degree in chemistry.

Peter has experience as an individual contributor, manage and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.

Agenda:

  • 8:15 AM Breakfast & Registration
  • 8:30 AM Workshop begins
  • Noon Lunch & De-brief
  • 1 PM Wrap up

Seating is Limited These are intensive sessions and we ask that you arrive at least 15 minutes before 8:30AM start time to ensure you will have a seat and won’t disrupt the session once it is underway.

PM Session: Advanced Topics

In response to requests for assistance on demo delivery we have added an afternoon session to our Great Demos workshop. If this is your first exposure to the Great Demo come for the morning and get a great overview of the methodology and stay for the afternoon if you would like an opportunity for more interactive training on advanced topics such as multi-solution, multi-player demonstrations, and vision generation demonstrations. The advanced topic session as covers real life issues like handling bugs, crashes, and time challenges.

This is an interactive workshop with Peter Cohan is only available to people who have already attended the morning session or a previous Great Demo session.

When: Wednesday March 17, 2010   1:00 – 5:00 pm
Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129
Cost $200  Register for the Advanced Topics

Advanced Topics Agenda:

  • 1 PM Advanced Topics
    • multiple solution demos
    • presenting to a mixed audience with different needs or information requirements
    • vision generation demonstrations
    • handling bugs, crashes, and time challenges.
  • 5 PM Wrap up

For more information: Theresa Shafer 408-252-9676 events@skmurphy.com

Great Demo Workshop on March 17 2010

Written by Theresa Shafer. Posted in Demos, Events, Sales

Rescheduled due to illness to April 9, 2010 8:15 – 5:00opm

Special Offer for Groups and Organization Members

Discounts are available for members of Bootstrappers Breakfast, Business Marketing Association, Women In Consulting, and organizations sending three or more employees: please contact us for discount codes.

Create and Deliver Surprisingly Compelling Software Demonstrations
“Do The Last Thing First” — the recipe for a Great Demo!

When: Wednesday March 17, 2010 8:15 am – 5:00 pm
Rescheduled due to illness to April 9, 2010 8:15 – 5:00opm
Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129

Register Great Demo

This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help you turn it into a surprisingly compelling demo!

Cost (includes breakfast, lunch, copy of Peter Cohan’s “Great Demo!” book):

  • Early Registration: $536
  • After March 4: $560

This seminar outlines a framework for the creation and delivery of improved demos and presentations to enable increased success in the marketing, sale, and deployment of software and related products. Whether it’s face to face, in a webinar, as a screencast, or as a self-running demo the ability to present the key benefits of your software product is essential to generating prospect interest and ultimately revenue. Peter Cohan of The Second Derivative gives us the recipe for a Great Demo!

“I am confident that with the insights gained from your workshop we will land more customers in fewer iterations.”
Lav Pachuri, CEO, Xleron Inc.

“Peter Cohan’s Great Demo method really works. It helped us win DEMOgod, and it has allowed us to explain our offering much more clearly to prospects.”
Chaim Indig, CEO, Phreesia
(See “DEMOgod Winner Phreesia Praises Peter Cohan Training“)

About The Speaker: Peter Cohan, Principal at Second Derivative
Community Web Site: www.DemoGurus.com

Peter Cohan is the founder and a principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005.

Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc. and the board of advisors for Excellin, Inc. He holds a degree in chemistry.

Peter has experience as an individual contributor, manage and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.

Agenda:

  • 8:15 AM Breakfast & Registration
  • 8:30 AM Workshop begins
  • Noon Lunch & De-brief
  • 1 PM Advanced Topics
    • multiple solution demos
    • presenting to a mixed audience with different needs or information requirements
    • vision generation demonstrations
    • handling bugs, crashes, and time challenges.
  • 5 PM Wrap up

Seating is Limited These are intensive sessions and we ask that you arrive at least 15 minutes before 8:30AM start time to ensure you will have a seat and won’t disrupt the session once it is underway.

For more information: Theresa Shafer 408-252-9676 events@skmurphy.com

Great Demo Workshop on March 17 2010

Written by Theresa Shafer. Posted in Demos, Events, Sales

Create and Deliver Surprisingly Compelling Software Demonstrations
“Do The Last Thing First” — the recipe for a Great Demo!

When: Wednesday March 17, 2010

  • AM Session: 8:15 am – 1:00 pm
  • PM Session: 1 – 5pm Advanced Topics (see below)

Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129

This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help you turn it into a surprisingly compelling demo! AM Session Cost (includes breakfast, lunch, copy of Peter Cohan’s “Great Demo!” book):

Register Great Demo Early Registration: $336
After March 4: $360

See also Feb 5 Announcement, Group Discounts Available for All Day Sessions

Update March 16:  Rescheduled due to illness to April 9, 2010 8:15 – 5:00opm

This seminar outlines a framework for the creation and delivery of improved demos and presentations to enable increased success in the marketing, sale, and deployment of software and related products. Whether it’s face to face, in a webinar, as a screencast, or as a self-running demo the ability to present the key benefits of your software product is essential to generating prospect interest and ultimately revenue. Peter Cohan of The Second Derivative gives us the recipe for a Great Demo!

“I am confident that with the insights gained from your workshop we will land more customers in fewer iterations.”
Lav Pachuri, CEO, Xleron Inc.

“Peter Cohan’s Great Demo method really works. It helped us win DEMOgod, and it has allowed us to explain our offering much more clearly to prospects.”
Chaim Indig, CEO, Phreesia
(See “DEMOgod Winner Phreesia Praises Peter Cohan Training“)

ABOUT THE SPEAKER: Peter Cohan, Principal at Second Derivative
Community Web Site: www.DemoGurus.com

Peter Cohan is the founder and a principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005.

Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc. and the board of advisors for Excellin, Inc. He holds a degree in chemistry.

Peter has experience as an individual contributor, manage and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.

Agenda:

  • 8:15 AM Breakfast & Registration
  • 8:30 AM Workshop begins
  • Noon Lunch & De-brief
  • 1 PM Wrap up

Seating is Limited These are intensive sessions and we ask that you arrive at least 15 minutes before 8:30AM start time to ensure you will have a seat and won’t disrupt the session once it is underway.

PM Session: Advanced Topics

In response to requests for assistance on demo delivery we have added an afternoon session to our Great Demos workshop. If this is your first exposure to the Great Demo come for the morning and get a great overview of the methodology and stay for the afternoon if you would like an opportunity for more interactive training on advanced topics such as multi-solution, multi-player demonstrations, and vision generation demonstrations. The advanced topic session as covers real life issues like handling bugs, crashes, and time challenges.

This is an interactive workshop with Peter Cohan is only available to people who have already attended the morning session or a previous Great Demo session.

When: Wednesday March 17, 2010   1:00 – 5:00 pm
Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129
Cost $200  Register for the Advanced Topics

Advanced Topics Agenda:

  • 1 PM Advanced Topics
    • multiple solution demos
    • presenting to a mixed audience with different needs or information requirements
    • vision generation demonstrations
    • handling bugs, crashes, and time challenges.
  • 5 PM Wrap up

For more information: Theresa Shafer 408-252-9676 events@skmurphy.com

Tips For Handling Referrals

Written by Theresa Shafer. Posted in 5 Scaling Up Stage, Lead Generation, Sales

Tips for Nurturing ReferralsNurturing Referrals Is Critical to Growth

Nurturing referrals is a critical activity for every entrepreneur. A referral is an introduction to a prospect with an endorsement. They come from shared success with your customers or colleagues, someone who knows your potential and can vouch for you or your team’s ability to deliver. These individuals are the best way for you to get new business.  However, it requires time and energy to build and maintain the relationships that foster referrals. When someone gives you a referral here are a couple tips on how to nurture it.

7 Tips For Nurturing Referrals

  1. Model your relationship after the Save-the-Children Sponsor Program: Pictures and Thank you Letters
  2. Be proactive with Thanks
  3. Communicate on Progress
  4. Keep Them in the Loop
  5. Manage their Reputation
  6. Deliver for them
  7. Be clear on service demarcation (small overlaps are better than gaps)

Three Key Things to Remember

  • They are sponsoring you
  • Reputations are hard to build and easy to dent
  • You are creating “customers in common”

Tristan Kromer left a comment: “It’s rarely possible to overdo follow-ups!”

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Networking and Referrals

Written by Sean Murphy. Posted in 4 Finding your Niche, 5 Scaling Up Stage, Lead Generation, Sales

This is a guest post on networking and referrals by Steve Moore of SPMSolutions.

Networking and ReferralsNetworking and Referrals

Networking and referrals continue to be the primary marketing strategy for many community-based small businesses (especially those with limited budgets). In contrast, many technology-oriented small businesses rely more upon on-line forums, social networking sites, user groups, etc. to reach potential customers. I sometimes wonder if more old-fashioned ‘schmoozing’ skills can help these companies get more customers–especially here in Silicon Valley?

Two Different Things

First, we need to remember that networking and referrals are really two different things:

  • Networking is the act of putting yourself in an environment to meet and interact with others.
  • Referrals happen when someone introduces you to a third party who might benefit from what you have to offer.

I guess it’s a little like dating. You go to a dance to socialize with others (i.e. networking) and hope to get introduced to someone with similar interests (i.e. a referral).Getting a referral from someone is very special. They are sharing their credibility by referring you to someone you may not even know. They are essentially validating that you are real, credible and can do what you say you can do. This short-circuits the sales cycle considerably. While some referrals are nothing more than warm leads others can be considerably hotter!

So how can we all do a better job of getting referrals?

  1. The first step is to get out there and show up where everyone else in your industry goes. Sure there are a lot of referrals made using emails and over-the-phone but many more are made during face-to-face meetings.
  2. The second step is to give more referrals! The old adage that ‘givers gain’ is so appropriate. Go out of your way to refer your customers, partners and associates to others who could benefit from their services. After awhile you’ll notice them reciprocating and everyone wins.
  3. The third step is to simply ask for them. It is amazing how many business owners shy away from ever reminding their satisfied customers that their referrals would be much appreciated. I would also take things further and make referrals a strategic goal instead of a casual thing that either happens or it doesn’t.

Certainly referrals should not be your only marketing strategy to get more clients but it sure seems like every other strategy takes more time, costs more money and rarely gets the results that a dedicated networking/referrals strategy does.

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