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A practical manifesto for B2B SaaS GTM leaders: 7 tenets to turn your product demo into the engine of pipeline, conversion, and qualification.
The TOFU/MOFU/BOFU funnel leaks intent at every gate. Here's how to build a demo-first funnel where the live demo is the entry point, not the prize.
How to choose between self-serve, demo-led, and sales-led GTM in 2026, by ACV, product complexity, buyer, and deal velocity. Decision table inside.
How founders know when to stop personally running every demo, what to keep founder-led, what to automate, and a transition plan that protects pitch quality.
Five ROI categories to evaluate an AI demo agent, speed, coverage, conversion lift, cost efficiency, and insight, plus the metric to track for each.
Get exec approval for an AI demo agent on one slide: frame the problem, pick the metric, show the pipeline math, state the ask, kill objections.
A RevOps playbook for adding an AI demo agent to your funnel without losing UTM capture, identity, CRM lifecycle, MQL/SQL definitions, or reporting.
Build pipeline with live demos instead of gated forms. Switch the offer to 'see a live demo now,' rework CTAs by channel, and track engaged demos.
How SDR managers shift the team from chasing and booking to working warm hand-offs, new workflow, metrics to add and retire, coaching, and pitfalls.