Fast forward 1 week later, he sent me an email saying he submitted a budget to their board and he's ready to see a demo. I booked it for Feb 3.
Now, I've done demos for our initial client base but they were startps and SMEs so I will admit that it was quite informal. Most of the time I didn't even have a deck while pitching.
To those that sold to enterprise clients (this deal will be at least 50k ARR), how does it work? I've been struggling recently and don't want to fuck it up.
Enterprise has many departments. Figure out who the decision maker is, though likely the CFO is in your case, and who he needs to ask for input. There might be a security review you have to pass, your company might need to be added to a vendor database (questionnaires, tax ids), legal review.
Make up your mind on payment terms. They probably want to pay by invoice (bank transfer), not credit card. 30 days, 60 days? Custom termination period? Do they have a standard supplier contract you can review?
The question of company age, stability and number of employees might come up. Have answers prepared. I'd stay with the truth though, maybe claim you have contractors on stand-by. Once we had to submit all our code to a code escrow service (they burned our github repository to a CD-ROM) "in case of bankruptcy". Made sense, they paid for it.
Good luck!
Have you got a typical canned demo or just going to wing it.
Why does he want to see it, what does he and the board want from such a service?
Think about your intro, about your company, the product, demo, closing. Questions and time. Test the agenda with the lead
Create a topic slide
And show as much working material as you have available.
If you have something that goes with your words, you’ll do fine.