Do a demo data deep-dive to increase conversions | Kim Roman, Sr. Director of Demand Generation

Pros & Content Brief

Kim Roman & Ellen Schwartze discuss strategies around one of the most important pieces in a conversion journey: the demo.

Are the right people watching? Is it providing value for your potential customers and—of course—your business?

Kim joined us to discuss strategy, data, efficacy, and on-demand ideas for web-based demos.

(PS, if you’re not in a biz with demos, there’s still tons of value here. Pretend that instead of demo we're saying “freemium trial”, “product video”, “get a quote”, “book an agent”, “request more information”... you get the idea.)

In this episode...

• Kim's background & career growth
• Data in personalization is key
• Where is the diminishing return on personalizing content?
• Don't personalize for personas; customize the journey for your audience's next best action
• Get your CMS data right from the beginning
• Setting demos up for the full funnel
• What KPIs indicate success or failure for demos??
• What additional context do you provide your sales team after someone engages with a demo?
• How Kim reacted to an email with the subject line, "Request a demo is dead."
• How do you know the demo is valuable to your audience?
• The Lightning Round
• Today demand gen is harder; prospects are smarter. How do you optimize for that?
• This #WeAreProspects commercial from Walnut.io made Kim LOL
• It's getting harder to generate results. New strategies and tactics will come from the next 12 months.

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