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Syncfusion GTM Playbook

Demo delivery

Type
play
Status
draft
Owner
COE Team
Last reviewed
2026-11-08
Products
All products

Draft. Not yet reviewed. Check facts before you use it with customers.

Run a short, tailored demo for a midsize+ buying team that proves the buyer’s own use case and ends with an agreed next step.

When to use

  • A qualified prospect booked a demo (website form, ad, SDR outreach or partner referral).
  • A buying committee asks for a walkthrough during evaluation, or an RFP calls for one.
  • Not for a cold “show me everything” request: run a short discovery call first, or send the overview video.

Goal and metric

Every demo shows the buyer’s top two or three needs working and ends with a dated next step (proof, trial with success criteria, security review or quote). Metrics are in the frontmatter.

Who does what

Role Responsibility
SDR Qualifies against the ICP, books the demo, logs use case and attendees in BoldSales
Account executive Runs discovery and the meeting, owns the next step
Solutions engineer Builds the tailored demo and drives the product
Partner (if any) Covers integration or services questions

Steps

  1. Confirm discovery before you build: use case, incumbent (competitive selling), attendees and roles (personas), deployment need, and what a “yes” looks like.
  2. Pick the story, not the tour. Choose two or three capabilities that match what the buyer said, each with a one-line success statement (“the ops lead sees a contract sent, signed and audited”).
  3. Build on their world: their framework, data shape, report files, documents or ticket types, in a sanitized demo tenant (never real customer data). Rehearse once.
  4. Send an agenda the day before (30 minutes, 45 for committees) and ask them to bring a real file or scenario.
  5. Open with their words: “You told us X, Y and Z. Still right?” Adjust if priorities changed.
  6. Show the outcome first, then how. Start with the finished result, then build it live. Check in after each part.
  7. Speak to each persona: code and docs for developers, time to value for managers, deployment, SSO and data handling for IT/security, the pricing model and quote path for procurement (pricing and licensing). Park deep questions.
  8. Answer objections with proof from _reference/objections/<slug>.md. If you don’t know, say so and commit to a date.
  9. Agree a dated next step in the meeting and send the invite before you hang up.
  10. Follow up within 24 hours: recording (if agreed), links, answers to parked questions, the next step. Log it in BoldSales.

Checklist

  • Discovery, incumbent and attendees in BoldSales
  • Two or three success statements written
  • Demo tailored, sanitized, rehearsed; backup recording ready
  • Agenda sent the day before
  • Next step agreed and dated in the meeting
  • Follow-up sent and BoldSales updated within 24 hours

Talk track / messaging

  • Opening: “We’ll cover the three things you said matter most, then questions. Sound right?”
  • Check-in: “Is this how your team would do it today? What would you change?”
  • Close: “What would a proof need to show? Let’s date it.”
  • Use _reference/positioning/<slug>.md. Show what we do; never demo against a rival.

Assets

  • Demo, trial and request-a-demo pages: each product GTM plan’s Assets section.
  • Overview videos, sanitized demo tenants and sample data per product: TBD (owner and location).

Examples

TODO: add a real example of a tailored demo that led to a proof or trial (sanitized).

Common mistakes

  • Touring every feature, or demoing before discovery.
  • No rehearsal or backup recording.
  • Ignoring the security or procurement attendee.
  • Quoting prices or unapproved claims on screen.
  • Ending with “we’ll be in touch” instead of a dated next step.

Product notes

  • Essential Studio (GTM plan): build a component live in their framework; convert one of their own files with the document SDKs.
  • Bold BI (GTM plan): their data source, a white-labeled embedded dashboard, multi-tenancy and row-level security.
  • Bold Reports (GTM plan): their own RDL or Crystal reports; see the SSRS and Crystal migration plays.
  • BoldSign (GTM plan): send, sign, audit trail; embedded signing via API for developers.
  • BoldDesk (GTM plan): AI agent answering from their knowledge base, human handoff, reporting. Never present the 90% goal as a result (TODO: source).
  • BoldCreate (GTM plan): goal, spec approval, reviewed PR with security report, on a sandbox repo. No illustrative numbers.
  • BoldDocServer (GTM plan): Word and Excel editing inside SharePoint Server, permissions intact. Don’t promise PowerPoint (coming soon).