Articles by Anna Debenham
- How to run a great demo when you’re not a sales person
Anna provides tips for effectively demoing a product to potential customers. She stresses the importance of doing research on the company and individuals you will be demoing to in order to tailor the demo to their needs and pain points. Having a well-prepared demo environment that showcases the product's features and benefits is also key. Anna notes some techniques like sending short, personalized demo videos to decision-makers to generate interest. Overall, the best approach is to make the demo more of a conversation than a presentation, asking questions to understand the customer's goals and showcasing how the product solves problems they actually face.
- Improving adoption with the product usage report email
Anna discusses the benefits of sending regular usage summary reports to users via email. She notes that usage reports can be more effective at improving retention than marketing campaigns, as they provide personalized data about how users are interacting with the product. She describes how her company, Snyk, created weekly vulnerability summary reports for organizations that helped address the problem of notifications becoming too frequent. Anna provides tips for designing effective usage reports, such as considering the needs of different user personas and including clear calls to action. She also highlights how Grammarly's data-rich reports include trends, comparisons, tips and nudges to encourage further engagement.