Demos
Pieces tagged demos across all sectors and formats.
Explained / SaaS / 21 June 2026
Information security workstream in UK SaaS pre-sales in 2026
Enterprise buyers run security review in parallel with commercial evaluation, not after it. What enterprise buyers actually run, why this falls to SE, three artefacts strong programmes maintain, and the most common gap.
SE owns CAIQ-template maintenance with security-team backstop. SLA: 5 working days for questionnaire response. Standard policy bundle goes proactively at start of enterprise evaluation.
Explained / SaaS / 20 June 2026
Building a reusable demo library for UK SaaS sales engineering
60-80 percent of SE time goes to demo prep rather than discovery or POC scoping. A demo library has three layers (scenarios, pre-built environments, assets), three build patterns, and pays back 0.4-0.8 of an FTE per SE seat in recovered capacity.
Quarterly library audit. Post-deal contribution as default. Library ownership has to be a named person or the library degrades.
Explained / SaaS / 19 June 2026
The Sales Engineer's discovery contribution in UK SaaS in 2026
The 2022-vintage SE was a 'demo specialist' joining the second meeting. The 2026 SE owns half of discovery from meeting one. Three threads (technical context, demo design, technical viability) and where SE programmes under-invest.
AE-SE pair from first meeting on deals above 30k pounds ARR. SEs trained on commercial discovery alongside technical depth. SE call review weekly.
Explained / SaaS / 14 May 2026
Discovery question patterns that actually qualify in UK B2B sales
Discovery is the single biggest determinant of whether a UK B2B sale closes, and most teams systematically under-invest in it. Three structures dominate: SPIN (Rackham 1988), the Decision Process Map (MEDDPICC's D), and hypothesis-led discovery. They are not interchangeable; the strongest AEs blend them.
Implication is the highest-yield SPIN question type and most AEs under-use it. The decision-process question is not optional. 'What would have to be true on day 90 for you to sign' is the highest-yield question in UK enterprise discovery.