Exceptions drive the day
Shortages, late orders, capacity overload and demand changes are more important than a plan where everything is on time.
SUPPLY CHAIN DEMOS
Better demos forSupply chain and logistics teams.
Supply chain software is used when the plan meets reality. Planners need to see shortages, capacity limits, late suppliers and changing demand, then understand what action to take. The value is often in exceptions and trade-offs, not in the perfect plan.
1,000+software demos reviewed
500+sellers trained
15+years in B2B software sales
I work with Supply chain and logistics teams
01 / Buyer reality
What makes Supply chain and logistics buyers different
Planning, procurement, logistics, operations and finance can all depend on the same demand and supply data but make different decisions from it.
Constraints are real
Supplier capacity, production capacity, lead times, inventory policies and minimum order quantities limit what can be done.
Data comes from several systems
ERP, WMS, TMS, supplier data and planning tools need to stay aligned enough for the plan to be trusted.
Every decision is a trade-off
Service level, inventory, cost, capacity and risk can move in opposite directions.
More than skills.
DemoRamp 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 & Standards
Build repeatable processes and clear rules 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 your 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 free 20-minute call
02 / Demo challenges
Where Supply chain and logistics demos usually go wrong
Where supply chain demos usually go wrong. Here are the patterns that come up again and again.
Main challenge
Happy-path planning without disruption
Buyers learn almost nothing about how the system helps on a bad day.
Showing forecast accuracy as one number
Planners need to understand the level, horizon and products where the forecast is wrong.
Ignoring real constraints such as lead
Ignoring real constraints such as lead time, supplier capacity, production limits or minimum order quantities.
Showing an exception list without showing
Showing an exception list without showing how the planner finds the root cause, tests an option and assigns the next action.
Using fresh demo data while avoiding
Using fresh demo data while avoiding the question of how often ERP, warehouse, transport or supplier data actually arrives.
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 Supply chain and logistics buyers.
Create a disruption such as a
Create a disruption such as a late supplier or demand spike and show how the plan changes.
Take one exception from signal to
Take one exception from signal to root cause, decision and action.
Show how capacity, lead time or
Show how capacity, lead time or inventory constraints change the recommended plan.
Compare two scenarios and make the
Compare two scenarios and make the trade-off in service, cost, inventory or risk visible.
Show when source data refreshes, what
Show when source data refreshes, what comes from ERP, WMS or TMS and what happens when data is missing.
Where do you want to start?
Start wherever makes sense for your team’s maturity level. You don’t have to decide everything now. We can always expand later.
How good are our demos?
FreeFree Demo Review
Let’s start by reviewing a handful of your recorded demos, to see how you’re doing and where you need the most support.
See Demo ReviewHow can we see results from the very next demo?
Quick winDemo Skills Workshop
Quick tips and better habits your team can use in the very next demo.
See Skills WorkshopHow do we make sure that everyone follows the same best practices?
Recommended90-Day Demo Performance Accelerator
A full training and coaching program with guaranteed results, and your sales team involved.
See 90-Day Accelerator
Also on its own: ENGAGED™ Demo WorkshopDemo Feedback ServiceOnline Demo CoursesCompare the options
04 / Proof
Relevant experience in Supply chain and logistics
Planners are used to challenging assumptions. They will question lead times, constraints, forecast logic and source data. The demo needs enough detail to be credible without losing the main operational problem in a debate about every parameter.
“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 to apply in your very next demo.
PDF · 1.3 MB10 Engaging Demo Questions
Meaningful and engaging demo questions beyond "Does that make sense?"
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PDF · 1.2 MBObjection Handling Cheat Sheet for SEs
The most common objections and how to handle them
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PDF · 246 KB54 Bad and Better Demo Questions
Detailed list of what questions (not) to ask during your demo
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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](/images/resources/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
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PDF · 657 KBDemo Preparation & AE Alignment Checklist
How to better align internally on your demo objectives and narrative to make every demo count
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PDF · 118 KBHow to Establish Trust in your Demo
Behaviours that make your customers trust you; or break it.
DownloadWant to make your supply chain demos more useful to planners?Let’s build demos around exceptions, constraints and trade-offs, because that is where supply chain teams actually need help.