Interactive Demos + Digital Sales Rooms: How Coupa Uses Navattic + trumpet

Traditional SaaS sale cycles put a lot of onus on the buyer. To get budget approval, they have to:

• Sift through emails to find specific call recordings, slide decks, and links to interactive demos
• Collate that information into a shared evaluation doc
• Present their case to management

While you may always need to lean on an internal champion, they shouldn’t have to do so much of the heavy lifting. A digital sales room like trumpet takes away unnecessary friction, centralizing sales-related content into a single, branded workspace.

Adding Navattic interactive demos to that room simplifies the sales process even more, giving users hands-on access to your product, especially other stakeholders that you may not have met yet — without having to chat with your sales team. Plus, it gives reps valuable engagement data they can use to tailor their conversations.

In this post, we’re using our co-customer, Coupa, as an example of how to best combine Navattic demos with trumpet to lessen the weight on champions and carry more deals over the finish line.

Before we dive into Coupa-specific use cases, we wanted to point out two overarching advantages to adding interactive demos to digital sales rooms:

1. You can create a more frictionless buyer journey

Giving potential buyers access to an interactive demo within a digital sales room allows them to get a taste of your product without having to go through a full discovery process.

If the prospect realizes from your demo that your tool isn’t a good fit, they won’t waste their time, or your reps’ time, scheduling a full-blown sales call.

If, on the other hand, they realize your software is a good fit, they can request more information through chat functionality or book a call from within the digital sales room.

Plus, on the backend, reps can review interactive demo stats to see what other content might be helpful and how they can customize a live demo to the prospect’s specific needs.

As Alex Harris from Coupa puts it,

“The power of combining Navattic interactive demos into our trumpet Pods is a game-changer for us, especially for organizations who may be very early into the buying journey but want to see our solution.

Using both helps us truly understand how serious a prospect may be about entering a buying process with us.”

A frictionless, collaborative, personalized buyer journey keeps everyone organized and accelerates the sales cycle.

2. You can gather additional buyer intent data

Navattic tracks who is looking at your interactive demo, what they click on, and how far they get. All of this data can convey how qualified the lead is and what use cases or features the lead is interested in. Combine this with your trumpet sales room data showing you which content has been looked at and how long throughout the whole sales room.

Equipped with this data, reps can point prospects toward content they would actually find useful (and that would push them toward conversion).

For example, at Coupa, Alex’s team uses a combined interactive demo and trumpet to see how engaged buyers are, helping them prioritize their accounts and adjust their communications.

“Buyer intent data is our new superpower. Trumpet Pods, coupled with Navattic data around how much of our demos they are looking at, gives us a true sense of how likely a prospect is to convert."

Coupa uses Navattic and trumpet to:

Centralize key content: This ensures stakeholders can find what they need quickly and easily. Behind the scenes, Coupa’s GTM teams can track prospect activity and engagement in one place, using it to hone their sales strategy and craft more compelling pitches.

Integrate digital tools into a single unified location: Buyers don’t have to log into multiple systems or open various tabs to learn about Coupa or request more information. Everything they need is under one login. Because trumpet integrates with 50+ sales tools, Coupa’s GTM teams don’t have to waste time copy/pasting or referencing data in other tools – the data they need is all under that login, too.

Identify new stakeholders: Folks who are already in the digital sales room often share it with their peers. Trumpet sends Coupa a notification the second a buyer clicks on that link and shares the Pod with their team, allowing them to proactively track the prospect’s behavior in the demo and reach out to other possible internal champions or economic buyers.

“I then use Navattic in the Pods to give people a flavor of our product before discovery or knowing their in-depth use cases. We drop Navattic in every trumpet Pod right off the bat.”

First, you need to set up a trumpet account and then add a Navattic demo to your trumpet Pod::

1. Click the “CREATE POD” button in the upper right corner.
2. Choose a template (we like “Post-Demo Follow-up”) or build a new Pod from scratch.
3. Add prospect contact or company data from your CRM.
4. Let trumpet personalize your Pod with related deal information.
5. Click “NEXT.”

After you’ve set up your Pod, embed your Navattic demo:

1. Click on the “Widgets” tab on the right.
2. Click “INTEGRATIONS.”
3. Type in “Navattic.”
4. Drag the Navattic integration where you want it to go in the Pod summary.
5. Copy your demo URL and paste it into the Navattic URL field.
6. Adjust the title of your demo.

Once you’re done, send your Pod to prospects and use Navattic analytics to track usage and behavior.

Curious about Navattic’s other integrations?

We partner with a variety of sales, marketing, and reporting tools to power your most important workflows. Find a full list here.