Comments on: What's the deal with tradeshow demos? (abridged and full versions) http://onproductmanagement.net/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/ Wed, 23 May 2012 06:12:20 +0000 hourly 1 http://wordpress.org/?v=3.1.2 By: Demo in fiera? « Marketing For Nerdshttp://onproductmanagement.net/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/comment-page-1/#comment-2553 Demo in fiera? « Marketing For Nerds Fri, 05 Oct 2007 13:47:11 +0000 http://onproductmanagement.wordpress.com/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/#comment-2553 [...] demo1 e 2 da [...] [...] demo1 e 2 da [...]

]]> By: A no-demo tradeshow… « On Product Managementhttp://onproductmanagement.net/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/comment-page-1/#comment-2554 A no-demo tradeshow… « On Product Management Sat, 29 Sep 2007 03:01:32 +0000 http://onproductmanagement.wordpress.com/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/#comment-2554 [...] Ethan and I responded to the [...] [...] Ethan and I responded to the [...]

]]> By: Paul Younghttp://onproductmanagement.net/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/comment-page-1/#comment-2552 Paul Young Wed, 29 Aug 2007 21:45:29 +0000 http://onproductmanagement.wordpress.com/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/#comment-2552 Saeed, great post. We were thinking along the same lines, see my post on the same topic at:http://www.productbeautiful.com/2007/08/28/just-demo-it/Tradeshows don't have to be bad just because they are that way today. If we believed that DMS wouldn't sell many books because everyone would say "Oh my friend tried that blog thing and it petered out after a few months. It's obviously ineffective."It's hard to look at something established and think "wow that really sucks and I could do so much better!" That's why there is so much herd mentality marketing...it's easier and safer to run with the pack than run on your own. What VP of Marketing wants to take a risk and explain to the CEO that "this year at the tradeshow, we're not giving away collateral. And instead of sponsoring renting out Disneyworld and hiring Green Day to play, we're going to put that money back into quality control." or whatever... Saeed, great post. We were thinking along the same lines, see my post on the same topic at:

http://www.productbeautiful.com/2007/08/28/just-demo-it/

Tradeshows don’t have to be bad just because they are that way today. If we believed that DMS wouldn’t sell many books because everyone would say “Oh my friend tried that blog thing and it petered out after a few months. It’s obviously ineffective.”

It’s hard to look at something established and think “wow that really sucks and I could do so much better!” That’s why there is so much herd mentality marketing…it’s easier and safer to run with the pack than run on your own. What VP of Marketing wants to take a risk and explain to the CEO that “this year at the tradeshow, we’re not giving away collateral. And instead of sponsoring renting out Disneyworld and hiring Green Day to play, we’re going to put that money back into quality control.” or whatever…

]]> By: Why Demo At Tradeshows? « On Product Managementhttp://onproductmanagement.net/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/comment-page-1/#comment-2551 Why Demo At Tradeshows? « On Product Management Wed, 29 Aug 2007 01:57:03 +0000 http://onproductmanagement.wordpress.com/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/#comment-2551 [...] Demo At Tradeshows? So I have to go with Saeed here in response to Steve’s posting on tradeshows. Just because a lot of companies handle [...] [...] Demo At Tradeshows? So I have to go with Saeed here in response to Steve’s posting on tradeshows. Just because a lot of companies handle [...]

]]> By: David Meerman Scotthttp://onproductmanagement.net/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/comment-page-1/#comment-2550 David Meerman Scott Tue, 28 Aug 2007 08:52:52 +0000 http://onproductmanagement.wordpress.com/2007/08/28/whats-the-deal-with-tradeshow-demos-abridged-and-full-versions/#comment-2550 Hey Saeed,If a company representative focuses on buyer problems and identifies that the demonstration is an ideal way to move a discussion forward by having a conversation on a tradeshow floor, then I'm all for it.Sadly that does not usually happen in B2B technology sales. Instead, a demo is kind of like a trial close -- everyone walking down the aisle gets the identical pitch "wanna demo?" "wanna demo?"I attend something like 25 shows a year (yes on average 2 a month) because I am often hired as a keynote speaker at shows. In my experience, the tradeshow demo is interruption marketing run amok and is often an excuse-fest for both buyers and sellers. The company uses it as an excuse for bad marketing and the attendee uses it as an excuse for lack of interest.Take care, David Hey Saeed,

If a company representative focuses on buyer problems and identifies that the demonstration is an ideal way to move a discussion forward by having a conversation on a tradeshow floor, then I’m all for it.

Sadly that does not usually happen in B2B technology sales. Instead, a demo is kind of like a trial close — everyone walking down the aisle gets the identical pitch “wanna demo?” “wanna demo?”

I attend something like 25 shows a year (yes on average 2 a month) because I am often hired as a keynote speaker at shows. In my experience, the tradeshow demo is interruption marketing run amok and is often an excuse-fest for both buyers and sellers. The company uses it as an excuse for bad marketing and the attendee uses it as an excuse for lack of interest.

Take care, David

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