How to See Which Prospects Go Through Your Interactive Demo (Without a Gate)

An overwhelming majority of marketers opt for ungated product tours.

According to Our State of the Interactive Product Demo research, 73% of top-performing demos ungate their demo.

While that can be a win for buyers, then how does your sales team know who to nurture?

Thanks to Navattic’s back-end capabilities, users have three options to personalize demos and track prospect activity — without a gate.

Below, we review each option, outlining when to use it and how to put it into practice.

Best for: Mass outbound outreach

Today’s buyers want to be confident you know who they are and why they might want to purchase from you.

To stand out in outbound, try personalizing your email sequences.

And with Navattic’s personalization variables, you can customize interactive demos for every potential customer on your email list.

Here’s how to get started:

Find out which variables your email platform uses

Figure out variables for attributes like “Name,” “Company Name,” or “Title.” Typically, variables show up like this: {variable}, or like this: {{variable}}.

In HubSpot, variables are denoted by double brackets:

You can use email variables with tools like Outreach, Salesloft, Apollo, or virtually any other email tool.

Choose the variables you want to appear in your demos

Then, use personalization variables to insert them in a templated interactive demo.

This is what it would look like if you wanted to greet the recipient by their first name and reference their company name in your demo:

You can also add placeholders in case your email marketing platform is missing some data.

In this example, the email will start with “Hey there” if there’s no first name associated with a particular user.

Add variables to the end of your demo link

This will pull in the variables about your prospect from your email provider and display them in your demo.

Again, these variables should follow the bracketed format from Step 1.

Here’s an example URL of a demo that references a company’s domain, a user’s first and last names, and the company they work for:

https://capture.navattic.com/cl8a8zz4j3300709js91gpy7pk?g=cl89bcxfz3956309jth6qtmmxi&s=0&company.domain={{domain}}&user.firstName={{first_name}}&user.lastName={{last_name}}&cmpany.name={{company}}

At this point, you have two more options:

• Automatically add company logos with Navattic’s logo API.
• Identify how prospects are interacting with your demo using Navattic Query Strings. Simply tack on “?attribute=value” to the end of the demo URL.

If you wanted to track Jane Doe’s behavior, let’s say, your link would look like this: https://training.navattic.com/rd3v0zhg?user.email=jane.doe@navattic.com

You can even add additional attributes by adding “&” in between:

navattic-demo-link?user.email=value&user.fullName=value&user.company.name=value

Personalize the rep’s calendar link

An optional additional step is to personalize the CTA of the demo with different calendar links.

By personalization your calendar link, you can make sure different prospects get routed to the proper AE for a conversation. Follow the steps in this interactive demo:

Best for: Personalized 1-to-1 demos

Maybe your sales team has already had a quick chat with a prospect and knows their email address. After the call, they may want to send a follow-up interactive demo of a feature that a potential customer was interested in.

Demo share links allow reps to customize the demos they send, adding a prospect’s name, company name, role, and other identifying information at various predetermined points in the demo.

All the reps have to do is fill out a bit of information on behalf of the prospect.

To attach identification tokens directly to a Demo Share link:

1. Visit your Product Demo
2. Go to “Share Links” → “Create Link” → “Identification & Personalization”
3. Add your tokens.

It should look something like this:

Alternatively, if you have several sets of demo templates that fit a specific persona or use case, reps can swap in specific prospect names and logos with Navattic’s Find and Replace feature. Here’s how:

1. Go to the Navattic Capture Editor → “Magic Editors.”
2. Select “Find and Replace.”
3. Change company names and logos.
4. Toggle “Global” on to apply changes across all Captures in your demo Collection:

Consider using Navattic’s checklist feature for these leave-behinds.

Checklists make it easier for prospects to understand what functionality they’re seeing, and they don’t waste prospects’ time — folks can jump directly to the areas of the product they want to see first.

Best for: Prospecting or LInkedIn Ads

By default, Navattic monitors which users engage with your interactive demos and how those users interact with them.

Even if those folks are anonymous — i.e., you don’t ask them to fill out a form — you can use account-level data to figure out who it may be.

Here’s how:

1. Go to Account Based Engagement in Navattic.
2. Click into an account and scroll down to the Anonymous Visitors section.
3. Click into a visitor.

• You should see the visitor’s city and state under their anonymous ID.
• You can also go to “Attributes” → “Other” to see any additional identifying information Navattic picked up, such as “Seniority.”

Then you can go to Google or LinkedIn and search for the company and location. Depending on the company’s size, you may be able to find the exact person who was going through your demo.

We do this internally at Navattic. Using our Posthog integration, we push Account-Based Engagement data to Posthog.

Then, we create a report with target accounts and associated location data for our outbound team to go after.

We also use Account Based Engagement for LinkedIn Retargeting, read more about that in our Interactive Demo Accounts for LinkedIn Retargeting blog.

Still not sure about gating or ungating your demos?

Learn more about the pros and cons of each and best practices for creating tours that convert:

• Should You Gate or Ungate Your Interactive Demo?
• 6 Steps to Create Interactive Demos in 2024 [Plus Examples]
• Outbound Sequence Ideas with Interactive Demos