SaaS, Demos & Trials
How much should I explain features versus outcomes?
Lead with the outcome, prove it with the feature. Buyers don't adopt software because of a feature list, they adopt it because a specific job gets easier. But vague benefit copy with no mechanism reads as marketing air, so pair every claim with the thing that makes it true.
Next moves
- Lead with the job it replaces, not the feature set.
- Show the product early. A real screen beats a paragraph describing one.
- Match the ask to deal size. High-touch sales earns a demo, self-serve earns a trial.
Bring your activation numbers if you have them. Sign-up problems and activation problems need different fixes.