Week 3: Technical Sales & Demo Excellence

Master discovery, demos, and POCs that convert to enterprise deals

Day 1-2: MEDDPICC for AI Sales

Discovery Framework

M - Metrics

What to uncover: MTTR, uptime %, compliance scores, incident frequency

Key question: "What's your current mean time to resolution?"

E - Economic Buyer

Who controls budget: Usually CTO, VP Infrastructure, or CIO

Key question: "Who approves investments over $100K?"

D - Decision Criteria

What matters: Security, scalability, integration, ROI proof

Key question: "What are your must-haves vs nice-to-haves?"

D - Decision Process

How they buy: POC → Security review → Procurement → Legal

Key question: "Walk me through your last software purchase"

P - Paper Process

Contracts & approvals: MSA, SOW, security attestations

Key question: "What paperwork is required for vendor onboarding?"

I - Identify Pain

Core problems: Recent outages, failed audits, staff turnover

Key question: "What happened in your last major incident?"

C - Champion

Internal advocate: Technical leader who sees AI value

Key question: "Who's driving innovation in your team?"

C - Competition

Alternatives: Status quo, other vendors, build internally

Key question: "What other options are you considering?"

Discovery Call Script

  1. Build rapport (2 min): Background and role
  2. Current state (10 min): Infrastructure, team, tools
  3. Pain exploration (15 min): Recent incidents, challenges
  4. Future state (10 min): Goals, initiatives, timeline
  5. Decision process (5 min): Budget, timeline, stakeholders
  6. Next steps (3 min): Demo scheduling, stakeholder inclusion

Day 3-4: Demo Architecture

The Perfect 20-Minute Demo

Hook - Live Vulnerability Detection

Start with their network topology. Show a critical CVE they don't know about. "This vulnerability was published 3 hours ago. Your Dallas routers are exposed."

Problem Agitation

Show manual process: Multiple vendor sites, conflicting documentation, complex commands. "Normally, this would take your team 4-6 hours to research and fix."

Solution Demo

Natural language query: "Fix BGP vulnerability on all affected devices"

  • AI generates vendor-specific commands
  • Test in Digital Twin (show no service impact)
  • Deploy with one click
  • Verify fix and generate compliance report
Proof Points

Show customer success: "Bank of America reduced MTTR by 73% in 90 days. Here's their dashboard showing before/after metrics."

Call to Action

"Let's run a 30-day pilot focused on your specific pain point. We'll measure MTTR reduction and prevented incidents. When can we start?"

Demo Best Practices

Exercise: Build Your Demo

Create a custom demo for your industry vertical:

  1. Pick a common pain point for that industry
  2. Script the hook (what grabs attention immediately)
  3. List 3 "wow moments" to include
  4. Prepare responses to likely questions
  5. Design a compelling CTA

Day 5: POC Success Strategy

30-Day POC Framework

Week 1: Setup & Integration

  • Environment access and credentials
  • Data ingestion from existing tools
  • Initial AI model configuration
  • Team kickoff and training

Week 2: Configuration & Training

  • Custom rules and policies
  • Workflow integration
  • Team hands-on training
  • First value demonstration

Week 3: Production Pilot

  • Live monitoring and response
  • Incident handling with AI
  • Metrics collection
  • Team feedback sessions

Week 4: Results & Expansion

  • Metrics analysis and ROI calculation
  • Success story documentation
  • Expansion planning session
  • Contract negotiation

POC Success Criteria

Define These Upfront:

  1. MTTR Reduction: Minimum 40% improvement
  2. Vulnerability Detection: Find 5+ unknown issues
  3. Incident Prevention: Prevent at least 1 outage
  4. Team Adoption: 80% daily active usage
  5. ROI Demonstration: Show path to 3x return

Weekly Stakeholder Communication

Converting POC to Enterprise Deal

  1. Document every "10x moment" (massive time savings)
  2. Get testimonials from users immediately
  3. Calculate hard dollar savings weekly
  4. Build expansion roadmap during POC
  5. Involve procurement early (week 2)
  6. Create internal champions through success
  7. Present results to executive team

Final Exercise: POC Planning

Design a complete POC plan for a financial services client:

  1. 3 specific success metrics tied to their pain points
  2. Week-by-week implementation plan
  3. Stakeholder communication strategy
  4. Risk mitigation plan (what could go wrong?)
  5. Path from $50K POC to $500K enterprise deal
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