Ramp is building the world’s first finance automation platform designed to save businesses time and money. Ramp offers 5-in-1 software that consolidates corporate cards, expense management, bill payments, accounting, and reporting into one simple and free solution. Thousands of businesses are using Ramp for over $1 billion in annualized transaction volume.

When we found Navattic, we were looking for a way to demonstrate value to potential new customers without putting them through our full onboarding process. Our goal was to build a self-service product demo in as easy and riskless of a way as possible.

After evaluating the demo technology vendor market, we ultimately choose Navattic because the platform had the features that we were looking for and the user interface was very easy to learn and use. 

We had never used it before and built out a full service product tour in a matter of a few hours.

Since launching our product tour on our website, Navattic has contributed to 15% of leads that we collect on our site. 

We’ve also noticed that there is a much higher propensity to convert to being a Ramp customer if a prospect has completed the self-service product tour. In our multi-touch sales approach, our Navattic product tour has played a key role in influencing the buyer journey.

Ramp

Coupa offers cloud spend management (CSM) solutions that help companies control and gain visibility into their spending while generating savings that go directly to the bottom line. Coupa empowers companies around the world with the visibility and control they need to spend smarter and safer.

What was the problem you were initially facing?

Before Navattic, prospective customers had to wait 2-3 weeks to get a demo and even longer to get a test drive. We were looking for an on-demand demo that met our customers where they were. We also wanted these demos to be guided experiences so that customers wouldn’t get lost, and could experience the most impactful areas of Coupa in a short period of time.

Why did you decide to use Navattic? How did Navattic stand out from other vendors in the space?

In our evaluation, we completed a POC with two other vendors. We found that some platforms were quite feature-rich, but unfortunately cumbersome to use - it took us a long time to build out a single demo.  We also looked at vendors that offered primarily screenshot-based solutions, but decided it was important to equip our sales team with truly interactive content that represented our software well.

We found that Navattic offered robust functionality, while still being exceptionally easy to use. Specifically, we appreciated the dynamic representation of our product. It was most important for us to create lifelike demo experiences that feel just like the actual software, and the linear guide builder helps our team tell compelling end-to-end stories. We were able to create multiple sales-oriented demos within the first month of our partnership.

Beyond the product, what excited us most about Navattic was the opportunity to enter into a long-term collaborative partnership. In meeting members of the go-to-market and leadership team, it was clear that we were more than just another customer; we were strategic partners. Having worked with Navattic for over a year now, we have always felt valued and confident that our feedback is taken into real consideration.

When do you use demos in the sales process?

In an enterprise buying process involving multiple decision-makers (typically 11-13 individuals), it is crucial to maintain momentum after the initial conversation, and to support additional stakeholders who get involved on a rolling basis. It may not be practical or the best customer experience for our sellers to repeat full-blown demos at later stages.

Instead, sharing an interactive demo as a leave-behind allows decision-makers to revisit the value messaging even when we’re not physically present, and to easily share the resource internally. This has been an efficient way to communicate the key features and benefits of Coupa, helping us accelerate our sales process. 

In addition to gaining positive feedback from the sales team and our customers, 

we found that several Navattic interactive demos helped influence over $10M of ARR in the latter half of 2022.

What are some other ways you plan to use Navattic in the future?

Outside of sales, our marketing team plans to use interactive demos for demand generation. We’re also exploring demos for both internal seller enablement as well as external enablement to help our partners better sell Coupa’s suite of products.

Anything additional for prospective buyers to know about the solution?

Navattic is powerful, yet really easy to use. We mastered the art of creating top-tier product tours in under a month, with zero technical resources involved. We also continue to be impressed by the dedicated support we receive from the success and leadership team. We intended to find a strategic partner in Navattic, and they have more than upheld that role for us.

Coupa

Insider—one platform for individualized, cross-channel experiences—enables enterprise marketers to connect customer data across channels and systems, predict their future behavior with an AI intent engine and individualize customer experiences. Marketers use Insider’s platform to deliver experiences across channels like Web, App, Web Push, Email, SMS, and Messaging Apps.

We were looking for additional exposure to our product and the ability to showcase value to prospects at earlier stages of the buying journey. We wanted to tell a story that helped these prospects visually understand what our product is all about and the value it provides.

While we have traditionally used video content, we were looking for a solution that could provide an immersive and engaging way to experience the product first-hand which led us to explore interactive demo solutions.

In our initial evaluation of the interactive demo space, we explored a number of tools. We landed on Navattic because it was the only tool that provided us with a scalable infrastructure in which we could build an entire, holistic library of interactive demo content across products and teams.

In addition, the Navattic team provided the highest quality of support and attention to specific product feedback and usage questions. This gave us the confidence to move forward with a long-term partnership given our unique requirements and plans for the interactive demo project.

We currently have launched a number of interactive demos in our Demo Hub on the Insider website. This repository provides prospects and partners with interactive experiences that can show, rather than tell, our product’s features and capabilities. We plan on adding many more demos to our Demo Hub in the near future.

Next, our partner success teams have utilized interactive demos to train and enable new partners and Insider users. This has already significantly helped streamline our user onboarding process and increase the speed in which teams are able to get the full value out of our solution.

Lastly, we use Navattic interactive demos from a sales capacity today as well. Our sellers build bespoke interactive product experiences for target accounts, industries, and geographies. These tailored demos are then used across multiple stages in the sales cycle from the first touchpoint to closing.

Building the demo experiences using Navattic’s simple-to-use platform was a frictionless and approachable experience. 

We did not need to involve a single engineering resource to design, build, or launch the interactive demo experiences.

Since launching, our Demo Hub has immediately proven to be a valuable asset to reduce the barrier to entry for prospective buyers. Rather than working through the setup and enablement process with a trial or sandbox, prospects can immediately jump into a product tour to start experiencing product value. This opens a bridge to build interest and excitement but also qualifies and filters leads for our sales team to better lead conversations down the funnel. 

Navattic demos have generated 1000s of high-intent leads that are entering our sales cycle already familiar with our product and key use cases. 

We are also using interactive demos from Navattic as a key part of our inbound strategy including on our G2 product overview page. We have found that our interactive demo on this page provides a meaningful touchpoint for top-of-the-funnel viewers to engage with our solution in a purely organic way. 

Additionally, we are seeing a 3X increase in time spent on this interactive demo asset when compared to our traditionally used video content.

 Our interactive demos are providing an engaging user experience that can not be replicated with static video or image-based content.

Insider

Trainual is a knowledge transfer and training platform where growing teams build the playbooks for how they do what they do. All your processes and policies are easily documented, assigned, and updated, and completion tracking makes sure people know their stuff. The result? Faster onboarding and training and seamless delegation across all the roles and responsibilities in your business.

Trainual is the category-defining platform for business playbook software, combining multiple solutions — including onboarding, training, SOP documentation, and knowledge management — into a single system.

One challenge we face in building this category is how to briefly communicate what a business playbook is, why every company needs one, and how Trainual solves that problem. Explaining this is especially challenging because we serve businesses across various industries and verticals.

We wanted a way to showcase a curated and interactive version of what it feels like to be within our product. The goals were: 1) to get users to the light bulb “a-ha” moment before even starting a trial, and 2) to communicate value earlier in the evaluation process.

We had considered potentially building an interactive demo experience in-house. However, building that experience would have added another major project in an unproven and brand-new initiative that would have required significant engineering resources to create and launch.

Ultimately, we realized that building it in-house was not the right fit. That's when we shifted directions and began our search for an external solution that was easy to use and quick to set up. We chose Navattic because it was simple to implement, delivered on our requirements, and met our quick turnaround timeline.

With Navattic, we were able to plan, build, and deploy our interactive demo experience without tapping our engineering resources and saw results within the first month.

We tested our interactive demo against an existing product tour video. After a few weeks, we saw a +450% lift in free trial signups when the interactive demo was displayed. We also saw a +100% lift in users reaching activated trial status (activated = highly engaged trials) seven days after signup, and a +175% lift in users converting to paid customers in that same timeframe.

Trainual

MoEngage is an insights-led customer engagement platform trusted by 1,350+ global consumer brands, including McAfee, Flipkart, Domino’s, Nestle, Deutsche Telekom, and Coca-Cola. MoEngage combines data from multiple sources to help brands gain a 360-degree view of their customers. For over a decade, consumer brands in 60+ countries have been using MoEngage to power digital experiences for over a billion monthly customers.

Like most companies right now, we were experiencing a mid-funnel problem where the leads were coming in, but they were not generating opportunities quickly enough. So we asked ourselves, what are other avenues apart from direct discovery calls from the sales team that we can use to give our prospects hands-on experience with our demo environment?

We had a few mid-funnel assets but they weren’t very interactive. We had GIFs, but those could not fully relay the touch and feel of the product. We evaluated several tools in the market including Navattic and Storylane. We primarily evaluated ease of use, integrations with Segment and Hubspot, and demo engagement analytics. The time-to-launch was very quick and customer success was paramount to building my learning of the Navattic platform as well as industry best practices (e.g., What are the other benchmarks other companies are utilizing? And what about the distribution efforts?).

What were some of the biggest lessons learned with demo building?

Our customer success manager helped us identify demo distribution channels and refine our strategy – for example, by helping us create a form that now sees a 40% form completion rate. We had little success with the form on step 1, but our CSM suggested moving it to step 2, where it could capture visitors who had already begun exploring the product.

What are some results you have seen since implementing Navattic?

We rolled out in phases: We started by using demos in North American sales cadences, then in our RFP documentation. After receiving positive feedback, we started embedding them on top-performing product pages, where the leads started coming in. 

Using Navattic’s Account-Based Engagement data, we identified a couple opportunities that had spent the most time in our demos: One account had 3 decisionmakers collectively spend 38 minutes in our demos. 

They were clearly evaluating our product through the Navattic demos. Overall, prospects spend more time in our demos compared to other assets we have - whether it’s ebooks or case studies, those numbers would be at max 4-5 minutes, but nothing like the 12-15 minutes average range we saw with demos.

What were the problems you ultimately fixed with Navattic?

In the past, whenever we present an RFP, a good 15 to 20 minutes is spent introducing the company and our product. We now encourage prospects to explore an ungated product demo before our call, which gives us back 20 minutes during the call to talk about the actual problems that we were going to solve. Many prospects evaluate 3-4 vendors at a time, and give each vendor about 30 minutes to present their product. 

By sharing demos beforehand, we can track what content a prospect has seen and optimize our presentation accordingly. 

Now, almost all of our prospects check out the demos and come to the RFP call prepared for a deeper conversation about the problem they’re facing.

What are some other ways you currently use Navattic?


We ran a DIY (“do it on your own time and at your own pace”) campaign, where we created landing pages to highlight industry-specific use cases with demos.

Demos have also been added to the resources section of our website, where they have permanent status alongside our other highest-converting resources (a benchmark report and a use cases deck). 

Now there’s a permanent space for interactive demos because that’s how high the consumption has been.

Lastly, we present our demos on iPads at a booths whenever we have in-person events, which are an important source of leads for us. We capture attendees’ intent and contact information by offering to send them a direct link to the demo, which many people request. While they're there on the iPad, our solution consultants are also nearby to start talking about the use cases.

How do you plan to continue using Navattic?

We set up Slack notifications to alert SDRs whenever visitors fill out a form in a Navattic demo. Within ten to fifteen seconds of their demo engagement, an SDR has been assigned to reach out to them. All our product marketing and digital marketing managers also have access, so they can track how much time leads have spent in demos and relay this information to SDRs.

What words of wisdom would you share with someone considering Navattic?

I think everyone should go for it. Two main value adds are the customer success and support, and the intuitive UI.

There are many interactive demo tools in the market today, a major key to our success with Navattic is their customer success. 

From being very hands-on while we published our first few demos to actually reviewing our entire sales and automation process to see where Navattic can plug in, customer success made the whole process seamless. We are a multinational company and I am based out of India. Nonetheless, the team is very responsive to email and has always been able to support me at different times of day. Companies all across the globe can use Navattic.

It felt like there was an inner joy or a child within me when I was building my first few demos. 

My second point would be the UI – I really love the UI. I could change a few HTML elements in my Navattic Captures without editing my live demo environment. Let’s say you're selling to a company in the UK and need to change “USD” to “GBP”. I can just edit a few elements and I'm ready to launch demos in a new market. So really good, phenomenal UI.

MoEngage

 is the only purposely built procure-to-pay platform for mid-market and early enterprise companies.

It manages everything from initial purchasing requests to approval workflows, invoice processing, payments, and end-of-period reconciliation. It also includes expense reporting capabilities for employees and corporate cards, virtual and physical.

We wanted the ability to communicate what our platform is and how easy it is to use, and just get them quicker to that a-ha moment.

We sell to finance, accounting, and procurement teams, and they want to be as well-informed as possible without having to talk to a vendor first. They also tend to be introverted, so they really don't want to talk to a salesperson unless they need to.

We also have a very sophisticated and complete platform. Our whole value proposition is built around the idea that you get the enterprise power of a Coupa or an Ariba but the fast time-to-value, light footprint, and ease of use of single point-solution applications.

We didn't want to overwhelm people with all our functionality but quickly show in an approachable way that we have the depth and breadth to solve our ICPs’ specific use cases.

Videos weren't a good fit for us because they are much harder to build and maintain. We innovate rapidly and advance our platform’s capabilities every month, so videos would be stale almost immediately after publishing.

We use Navattic to solve for the “medium intent offer”. Historically if you look at most B2B sites, there was this big gap of what I call the medium intent, or the Goldilocks offer.

I think of offers as one of 3 levels of intent: low, medium, or high.

Interactive demos provide a perfect sweet spot between low-intent offers (like whitepapers, studies, etc.) and high-intent offers (like hand-raising requests for a personal demo or pricing).

“With Navattic, conveying our value proposition becomes very easy. I love the app capture feature that makes the demos feel like our real product. It's a perfect mid-funnel offer for our site to build pipeline.” - Satyam Pathak, Senior Digital Marketing Manager

And even if you request to talk to sales, everyone knows that in most cases, you're not talking to sales right away for a SaaS product. You need to get past BDR qualification, and then go through a discovery call before you can really see the product.

To me, the middle intent offer is perfect because I want to provide as much value as quickly as possible to our prospect and make sure that there's fit and alignment for our value proposition with them.

It’s been a massive success. Interactive demos are the most popular offer on our website. Since implementing Navattic, we get about 10% more interactive demo leads than custom demo requests, which have also risen.

For context, we have almost 10x more interactive demo leads than pricing requests.

There’s this great interplay between interactive demo leads and demo requests where someone starts with an interactive demo but then continues and requests a personal demo after clicking through the demos..

Sometimes people might fear introducing an interactive demo would cause lead cannibalization, but we’ve grown all offer conversions since launching the interactive demos. In fact, conversions increased because before we had interactive demos more people were coming to the website, choosing not to do anything, and leaving.

"We've also boosted our actual demo requests because they get to that moment with our interactive demo, where they say yes. That is exactly what I want." - Michael Freeman, VP of Marketing @ Airbase

As soon as someone requests a demo, we send them an immediate follow-up email that promotes the interactive demo while they're waiting to speak with someone.

This helps drive better engagement with our MQLs because for those who haven't looked at the interactive demo yet, it gives them a way to interact with the product while they're waiting to connect with the actual human.

What are some other ways you’re thinking about using Navattic?

I want to build out a full library even further with very specific, vertical use case interactive demos. We’re also thinking about how we will better use personalization of the demo experience.

Any advice for others considering interactive demos?

Start small and iterate with your demo experiences. Most SaaS websites are missing that middle intent offer. Any software with any kind of complexity can benefit from offering interactive demos.

Also think about the demo in the context of the user's journey, not just what you want or need.

You have to dial up your empathy and sympathy. If you have that as your focus and frame of mind, you're going to produce a much better demo that is going to yield better results.

Airbase

VP of Marketing 

electronic quality management system (eQMS)

 designed for growing life science companies. Over 650 international Qualio customers use the software to simplify and accelerate their quality and regulatory activity, from building process documents to training employees, onboarding suppliers and closing out continuous improvement tasks.

Qualio is rated as the easiest to set up 

 easiest to use of all eQMS providers reviewed on G2. Customers report 90+% reductions in quality admin and dramatically improved time to market.

We wanted to give people more visibility into the product and didn't have a trial that prospects could utilize before having a conversation with sales. We used a pre-recorded demo webinar that prospects could watch and ask questions throughout, but prospects wanted to explore at their own pace.

Allowing prospects to get hands on with our product without requiring engineering efforts is exactly what Navattic offered.

Did you consider other interactive demo options?

When choosing software, we consider the product capabilities, price, and support that we get. We also evaluated Reprise but it had things that weren’t necessary for us at that time.

We felt supported by the Navattic team throughout the sales process and liked the idea of using a software we could evolve with. Over time, it’s become clear that Navattic prioritizes customer feedback and cares about our outcomes.

Our demand gen team conducts a reverse customer journey analysis with every deal we close. I’ll go back and look at all the marketing touches the deal has had. 

Since deploying our demo, about 25% of all closed deals interact with our product tour at some point.

We can also see in Navattic that our average visitor views 30 steps of the tour over 3+ minutes, and has a 20% likelihood of clicking our “Book a demo” CTA during the demo. It’s unquestionable that it’s working for our top-of-funnel audience.

Demos are an integral part of our sales and marketing ecosystem that have significantly reduced a visitor’s time to value. Busy people can get whatever they need, quickly and conveniently, to help make a purchasing decision.

We’ve also been excited to use demos at in-person events, putting laptops in our conference booths that people can interact with. We’re also focused on using demos in product marketing efforts and customer enablement, to keep up with our product launch velocity and to make sure we’re promoting things effectively. Lastly, our sales team spends lots of time demo-ing Qualio throughout the sales process. We’re planning to create leave-behind demos for the sales team to use.


Qualio

 is smart recipe management software built for culinary professionals. Trusted by over 30,000 food and beverage professionals, meez is built for how back of house and back office professionals operate.

As an organization, we believe in our product-led sales approach. While some of our potential customers do seek out direct interaction with our sales team, many of them prefer to explore on their own.

Our challenge was a common one: getting users who sign up for a meez trial to do the upfront work that is required in order to see value. Given that our target demographic – restaurateurs – are often not at their laptops, expecting them to complete the steps required to gain value from a meez trial was a hurdle.

We initially considered asking our engineering team to build an interactive demo with pre-populated data that users can explore on their own, but it became an engineering lift that we didn’t have the resources to tackle. That’s when Navattic came into the picture, offering a much easier solution.

Leading with interactive tours on our website and in free trials has been incredibly effective, although we give people the option to schedule a demo throughout our entire funnel.

Our trial experience is very tour-focused: We prioritize taking tours in the first 14 days that emphasize key product features and their impact on the overall story, helping to activate trial users who, without interactive tours, would take much longer to reach these activation points.

We also added a “Take a tour” CTA on the website that directs users to a Navattic demo showcasing our 6 most value-adding workflows. Website visitors can now see the value meez offers before booking a call with our sales team.

We also build Navattic demos for every new feature launch and use demos in our support flows to answer commonly asked questions.

Lastly, for customers who do engage with sales, our sales team leverages demos in outbound campaigns to quickly showcase “aha” moments (again, our customer demographic is extremely busy and often away from their laptops). Tours have become a core part of our sales toolkit to easily explain things and offer product transparency at every stage.

Before implementing Navattic demos across our marketing and sales funnel, self-serve revenue accounted for just 10% of our overall revenue. 

Now, in about 12-months, it has become one of our primary growth levers, contributing around 50% of our monthly new revenue. 

The use of tours has also led to an increase in self-serve ACV and the number of new customers; self-serve is reaching that hockey-stick motion.

the best indicators of success are users who complete 2 or more flows

, especially if one of those flows is our highest-engaging tour on Food Costing. If users take that tour along with another one, they are very likely to convert. Our sales team then focuses on engaging these high-potential users to further increase ACV.

What key strategies helped build effective demos?

When we first started using tours, we noticed that people generally took one tour first and dropped off. Through experimentation, we learned that a 

 or a “choose your own adventure” experience was extremely effective at keeping people engaged and taking more tours.

After making those adjustments, we have seen significant improvements in visitor engagement: 

First-time website visitors now complete an average of 4 flows in the demo, compared to just 1 flow a year ago.

Other demo success metrics we measure include:

Completion rate of the Food Costing Tour, which increased from 15% to 75% throughout the year.

The percentage of visitors completing 2 or more flows during their first website visit increased from 20% to 70%.

The percentage of visitors completing 4 or more flows during their first website visit increased from 15% to 30%.

Among users in our ideal customer profile (ICP), 50% take the Food Costing Tour within the first week, and 80% take a tour within the trial period, with 50% becoming product-qualified during that time.

1. Don’t try to force users through a specific sequence of tours. Let them explore freely—this was our biggest learning.

2. Keep top-of-funnel website tours short, ideally no longer than 12 steps. These visitors are often just browsing and have limited attention spans.

3. When launching new feature demos, stick to your core value proposition first, then layer in new features later to avoid confusing users.

Anything else to share as part of your customer story?

Our audience, mostly restaurateurs, simply doesn’t have time to sit in front of their laptops and needs to see value quickly. Everything we do has to be through that lens – 

We have people with very limited time. How do we communicate value as quickly as possible? 

meez

Spot AI builds easy-to-use camera systems that enable every business to get the visual context they need to make faster, smarter decisions. A modern AI camera system to create safer workplaces and smarter operations for every business.

Our main goal was to boost conversions by providing a hands-on product experience with a lower barrier to entry than a trial. We found that trials are a major driver for conversion as they help prospects get hands-on and visualize the product. But with that said, our trials require users to have physical hardware, so the barrier to entry for a trial can be quite high. Therefore, we were seeking a low-touch way to offer users a similar hands-on product experience to drive conversions with a lower barrier to entry.

First of all, Navattic was recommended by a trusted advisor of ours who had previously used the product at another organization. Next, Navattic has great customer service. When you have great customer service, there is no need to look elsewhere. The specific example that comes to mind was at the beginning of our tenure, where the Navattic team worked in partnership alongside us to help deploy our first embedded demo. That support was vital to our long-term success.

On the Success side, demos are used as self-serve onboarding and training resources. The demos are presented alongside videos to provide additional options for content types. These self-serve training options have significantly reduced the need for our Success reps to train individual users on the platform on calls.

On the Marketing side, we have an interactive demo on our main marketing site and certain landing pages. Recently, we also saw success using interactive demos on a large video display board at a trade show, which provided a much more consistent demo experience for attendees. We were also able to tailor the demo to the specific trade show and only show features that those attendees would care about.

in the last five months, we’ve generated over $150,000 in new pipeline from visitors who go through the interactive demo on the website

. We justify our experiments based on the pipeline multiples and Navattic has already proven clear ROI based on the quantity of inbound interest generated.

On the success side, over 100 users have been onboarded via Navattic product tours. Each one of those users otherwise would have required a call with our Success team, but instead was able to self-serve using these resources. 

This has freed up hundreds of support hours for our Success team.

From an engineering standpoint, it was awesome to be able to spin up no-code demos without needing to loop in our engineering team. If we were to have built out these demos on our own, while ensuring security and product stability, 

it would have taken at least 150 hours of engineering capacity and potentially wasn’t even feasible

, technically speaking. So Navattic demos are the only way prospects can get hands-on experience with the product without getting physical hardware.

Spot AI

PowerSchool is the leading provider of cloud-based software for K-12 education in North America. Its mission is to power the education ecosystem with unified technology that helps educators and students realize their full potential, in their way. PowerSchool connects students, teachers, administrators, and parents, with the shared goal of improving student outcomes. From the office to the classroom to the home, it helps schools and districts efficiently manage state reporting and related compliance, special education, finance, human resources, talent, registration, attendance, funding, learning, instruction, grading, assessments and analytics in one unified platform. PowerSchool supports over 50 million students globally and more than 15,000 customers, including more than 90 of the top 100 districts by student enrollment in the United States, and sells solutions in more than 90 countries.

What was the problem you were facing before using Navattic?

Before Navattic, we frequently shared guided labs and sandbox environments with prospective and existing customers looking to learn more about our product offerings. These sandboxes took a lot of set-up time for each account and lacked meaningful insights. We had limited knowledge of user engagement once they got started in the sandbox and found that users often went off the rails making these experiences hard to manage and quite time-consuming for our presales teams.

For our live product demonstrations, especially those where we show our platform’s integration offerings, there is a lot of setup and takedown work involved for each and every demo. Navattic helps us solve our demo repeatability problem saving valuable time for our sellers.

Deals that use Navattic demos are performing better than deals that use prospect-led sandbox environments. Sandboxes tend to be a black-box for our sales reps because getting useful prospect engagement data is difficult and requires engineering support. With our Navattic demos, our sellers know exactly how the demos are being used and can craft tailored follow-up messages based on actual product engagement called out in Navattic analytics.

Additionally, Navattic analytics are helping us better understand the buyer landscape. 

Oftentimes, we will get introduced to ten or more people at a school or district, and it's difficult to know who is interested and who is making the decision on the purchase. Using Navattic’s analytics, we can see exactly how prospects are engaging with the demos to see repeat visitors, time spent per session, and demo dropoff to give our sales team better insight into who we should be re-engaging at the right time.

Today, our first instinct is to send an interactive demo. Over 90% of our deals are using Navattic interactive demos throughout the sales process. 

We find Navattic demos to be more impactful than sending prospects video assets because with our hands-on interactive demos, we can tell exactly how prospects are engaging with our products. With Navattic, we know that a prospect is directly interacting with each step to reach the next unlike a video where viewers might drop off without us ever knowing.

Any advice for new teams getting started with Navattic?

We have multiple products and multiple teams manage all of those products. My biggest piece of advice for larger organizations like ours getting started with Navattic is to align on a format for your demos. Having a standardized template that outlines the structure of your interactive demos helps to create a repeatable model that can be applied across the entire organization. Building this template required us to experiment with some different formats to see what worked best, but we have stuck with a standard template which has helped us rapidly scale up our demos for new use cases.

Additionally, we always aim to reuse Navattic content when possible. Navattic’s building block approach to demo creation allows us to quickly duplicate and edit demo content without needing to start from the beginning each time. With this approach, we can have individual demos that serve multiple purposes saving our team time.

PowerSchool

CaptivateIQ, the agile commission solution, enables companies to consistently align revenue teams with evolving business goals. Combining flexibility with ease of use, CaptivateIQ offers companies the ability to build any commission plan, save time in payout processing, and motivate sales reps through real-time visibility.

Product led growth is an emerging topic right now and a lot of legacy solutions in our space have a complex look and feel. Knowing that an intuitive product interface is one of our strengths, we wanted to share this with prospects earlier in the process. Especially if a prospect is currently using spreadsheets or a legacy solution, seeing CaptivateIQ in action for the first time can be very exciting. Since the first engagement with our sales team occurs pretty far down-funnel, we decided to find a way to lead with our product up the funnel on our website.

From a demand gen standpoint, videos are as top of funnel as we get while more detailed guides require some background knowledge about our product. We found Navattic to be an effective way to communicate CaptivateIQ’s value, while also providing enough detail to help potential customers understand whether or not they would be a good fit,

. This initial pulse check has helped us find better-fit customers and to set the right expectations, all leading to a positive Sales and customer experience down the road.

For some time we’d had a Contact Us form on our website as an alternative to our Request Demo CTA, but hadn’t seen much traction. We wanted to provide a “value add” alternative for leads as well that weren’t necessarily ready to speak with our team. We had a product video at first but replaced this with a demo as we thought the click-through component of Navattic would provide a more engaging experience for first-time users. Since switching to interactive demo, we have seen a significant portion of our leads and opportunities be attributed to initially taking this tour.

Additionally, our Navattic tour has a higher conversion rate than any other referrer to our “request a demo” page, nearly 40%.

What are some other ways you plan to use Navattic?

Since Navattic has been so easy to learn, we have not held back from sharing the tool with other teams in our organization. For the sales team, demos have become an important asset for engaging new stakeholders - clicking through an interactive demo is much more engaging than watching a lengthy call recording or reading written documentation. Our sales enablement team is also interested in using demos as a training tool to help prepare AEs for leading with product value in demo conversations. We are also looking at putting this in a customer onboarding flow to demonstrate how to use key parts of our product.  All to say, we find the different use cases very compelling and are excited to explore!

CaptivateIQ

Phrase offers a suite of products that consists of the highest ranked, enterprise-ready translation management system (Phrase TMS), and the leading software localization platform (Phrase Strings), which power high-quality, scalable, and fast localization. Phrase Localization Suite helps companies open the door to global business to reach more people, make deeper connections, and drive growth.

Some visitors were reticent to go through the sign-up process and check out the product during their initial evaluation. We wanted to find a low-friction way to show them around of product offerings without forcing them to sign up. We know that once a prospect views our product and understands our value propositions, there is a good chance that they will become a long-term user and customer.

Time and effort were a constraint for us as we were looking to launch an experience quickly that would still look good and perform. We have used video in the past but were looking for a more hands-on viewer experience. 

We did consider building a tour using screenshots and animations but quickly realized that we were missing the “in-product” feeling that we were looking for which was a key part of this user experience. 

We decided on exploring interactive product demos after seeing some examples and researching different vendors.

Ultimately, rather than moving forward with a video or screenshots, we did decide on using Navattic to build and launch our interactive demo because it was a low-effort way to quickly launch the engaging product content we were looking for.

First of all, Navattic gave our marketing team full control over the demo experience. From start to finish, our team was able to build and launch the demo without ever needing to engage engineering resources. We were able to build out our first end-to-end demo experience in a matter of days, a project that could have taken weeks if we needed to engage other teams.

Additionally, since launching our first product tour, we quickly saw real results. In only a few months since launching, we are seeing a 60% click-through rate from the interactive demo experience generating qualified inbound traffic for our sales team. 

These quality leads have already seen the product via the demo and understand our key features and value propositions helping our overall deal cycle and time to close.

In addition to our main website interactive demo, we plan on building and launching demos for specific add-ons to our platform. We will then use these demos as assets on feature-specific pages for additional engagement offerings for website viewers.


Additionally, we plan on building additional demo content for our sales team to use in their cadences with prospective customers. They will use these demos throughout the entire sales journey from the first touchpoint to champion enablement to close.


Phrase

Jellyfish is a leading Engineering Management Platform designed to help engineering leaders align their team's work with the company's main goals. It analyzes technical and business data to give a clear view of how engineering teams are performing and how they're contributing to the business. 

Companies use Jellyfish to make sure their engineering resources are focused on the most important projects for the business.

After adding a few new product lines, we had a big initiative within the company to develop a value framework for each product, which was kind of a list of different use cases of what our platform Jellyfish can do.

Before, you could ask people what Jellyfish does and they’d give you ten different answers. We wanted to really codify that, so we developed this value framework within the company and used it to develop personas for each of our products.

I think it's all about communicating value. The first time that I saw one of the products that just scrapes the web browser and creates a tour, I was like “This is a fantastic idea. I don't have to run live demos anymore where a million things can go wrong.”

Live demos are always going to have their private place, but tours are great conversation starters. It's really just to give them a taste, a really engaging morsel of whatever product you're trying to share.

When do you use interactive demos vs. another asset?

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