Traceability matters
Users need to understand where a number came from, who changed it and which version is current.
FINANCE SOFTWARE DEMOS
Better demos forFinance and FP&A software teams.
Finance buyers care about accuracy, controls and traceability. A good-looking dashboard is not enough if the controller cannot trace a number back to its source, the accountant cannot see the approval path or FP&A cannot explain why a forecast changed.
1,000+software demos reviewed
500+sellers trained
15+years in B2B software sales
I work with Finance and FP&A software teams
01 / Buyer reality
What makes Finance and FP&A software buyers different
CFOs, controllers, accounting, FP&A, auditors and IT may use the same platform for very different jobs. Trust in the numbers is central to all of them.
Controls and approvals are part of daily work
Amounts, entities, accounts and timing can change who is allowed to approve or post something.
ERP data is the starting point
Finance tools often depend on general ledger, subledger, payroll and operational data from other systems.
Planning and actuals live together
Finance teams need to compare plan, forecast and actuals without losing definitions or version history.
More than skills.
Demo Ramp is a complete toolkit built around three areas with ongoing guidance and coaching for long-lasting, behavioral and organisational change.
Skills
Improve your teams communication, presentation and soft skills.
- Storytelling
- Discovery
- Audience Engagement
- Objection Handling
- Managing Questions
- Confidence in Demos
- Demo Language
- How to Establish Trust
Process & Governance
Build repeatable processes and clear governance around demos.
- Entry & Exit Criteria
- AE/SE Positioning Canvas
- AE/SE Alignment
- Handoff to Sales
- Feedback Loops
- Demo Standards
Checklists, Frameworks & Templates
Practical, ready-to-use tools ypur team can apply in their very next demo.
- Objection Handling
- Bad & Better Demo Questions
- Demo Language
- Useful Prompts
- MEDDICC for Solution Engineers
- Demo Planning Template
- Post-Demo Feedback Template
Ready to build skills, systems and habits?Book a Call with Max
02 / Demo challenges
Where Finance and FP&A software demos usually go wrong
Where finance software demos usually go wrong. Here are the patterns that come up again and again.
Main challenge
Top-level numbers without traceability
Showing a polished management dashboard without proving that a controller can trace the number back to the transaction, assumption or source system.
Using a planning model that already reconciles perfectly
Real teams deal with late data, mapping issues, different account structures and changing assumptions.
Skipping approvals and audit trail
Who changed the journal, forecast or assumption can matter as much as the final number.
Showing the close as a checklist
Showing the close as a checklist while ignoring dependencies, late tasks, exceptions and the need to prove completion.
Showing AI forecasts without explaining the
Showing AI forecasts without explaining the input data, assumptions and how a finance user can challenge or override the result.
03 / What buyers need to see
Your demo has to prove the right things.
Not every workflow deserves equal time. These are the things that matter most to Finance and FP&A software buyers.
Trace a number from dashboard to
Trace a number from dashboard to detail, source and owner without changing tools.
Show a real approval path with
Show a real approval path with different thresholds, roles or entities.
Compare plan, forecast and actuals, including
Compare plan, forecast and actuals, including version history and changed assumptions.
Show how ERP and source-system data
Show how ERP and source-system data is loaded, mapped, checked and refreshed.
Demonstrate a close or reconciliation exception
Demonstrate a close or reconciliation exception and how the team finds the issue, assigns it and proves it is resolved.
Getting started
is simple.
We’ll first grab a coffee, virtually or in person if you’re in Cologne, and talk about your team, your demos and where things could be better. If it makes sense, send me a few demo recordings — I’ll review them and share initial feedback at no cost. From there we decide together what’s most useful next.
1
Free discovery call
We get to know each other. You share a bit about your team, your demos and the challenges you’re seeing. You also get a feel for how I work.
2
Demo review
You send me 3–5 demo recordings or transcripts. Within three days, you get clear feedback on what’s already working, where the biggest gaps are and what I’d focus on first. NDA? Absolutely.
3
Build the workshop
We use the review to shape the workshop around what your team actually needs. No generic agenda, just the topics that will make the biggest difference.
4
Choose what’s next
You decide how far you want to go. Stop after the workshop, add a sales session, continue with self-paced learning, or keep improving through quarterly reviews and coaching.
04 / Proof
Relevant experience in Finance and FP&A software
Controllers, accountants and auditors are naturally skeptical because they need to trust the numbers. Detailed questions about reconciliation, approvals and audit trail are valid, but they should support a clear finance problem rather than become the whole demo.
“The demos that win are the ones that make the buyer’s real problem obvious first, and only then go deep into the detail.”Max LüpertzFounder, Presales Rockstars
1,000+demos reviewed
500+sellers trained
15+years in B2B software
Great Demo!certified coach
Grab your free resources.
Cheat sheets, checklists and guides for apply in your very next demo.
PDF · 1.3 MB10 Engaging Demo Questions
Meaningful and engaging demo questions beyond "Does that make sense?"
Download
PDF · 1.2 MBObjection Handling Cheat Sheet for SEs
The most common objections and how to handle them
Download
PDF · 246 KB54 Bad and Better Demo Questions
Detailed list of what questions (not) to ask during your demo
Download
PDF · 1.7 MB5 Quick Wins for Your Demo
5 ready to implement steps that will improve your demo and demo process right away
Download![[Mini Ebook] How to gain your customers trust](/__l5e/assets-v1/76fb52e1-085a-4249-b12f-bb2f5f6cdf05/resource-5.webp)
PDF · 1.7 MB[Mini Ebook] How to gain your customers trust
How to build real trust with your clients by taking a genuine interest in their unknown challenges
Download
PDF · 1.9 MBMEDDPICC Guide for SEs
Everything you need to know about MEDDPICC as a Solution Engineer
Download
PDF · 126 KBDemo Entry & Exit Criteria
How to make sure that every demo request you and your team receives is properly qualified
Download
PNG · 102 KBStages of Your Customer Buying Journey
Understand your customers buying journey and what kind of input they need from you at every stage
Download
PDF · 657 KBDemo Preparation & AE Alignment Checklist
How to better align internally on your demo objectives and narrative to make every demo count
Download
PDF · 118 KBHow to Establish Trust in your Demo
Behaviours that make your customers trust you; or break it.
DownloadWant to make your finance software demos more credible?Let’s look at whether your demo gives finance teams enough detail to trust the numbers and enough clarity to see the business value.