Sales Demo Environment
Custom-built Internal Enterprise Tool for Prospecting & Upselling
A robust, scalable, zero to one product called The Sales Demo Environment enabling solutions consultants in delivering timely, highly customizable demos for prospecting and existing customer upselling.
Additionally, the Sales Demo Environment was also utilized by 7 Health Plan partners to deliver their own white label solutions to their customers.
KPI Growth
Increase the delivery of prospect demos for Solutions Consulting in order to generate $46 million in new ARR across Direct and Health Plan partners.
Project Duration: 2020 - 2025
User-centered design principles applied:
User involvement
Understanding users needs
Usability
Empathy
Built a flexible, scalable, custom Design System based on Brad Frost’s Atomic design concept, ensuring a consistent style of components. Design system governance used a solitary approach maintained by myself.
I partnered strictly with Sales Solutions Consultants through a robust Jira ticketing process. The Sales Demo Environment was built inside Figma using a flexible, scalable, custom design system based on Brad Frost’s Atomic design concept, ensuring a consistent style of components. Design system governance used a solitary approach maintained by me. No engineers or Product Managers were involved in the Sales Demo Environment.
The Demo View
Pressing “GO” from the demo environment launched a clickable, shareable demo anytime, anywhere there’s an internet connection. The above shows the home page of the product from the demo environment.
The real member app experience accessible to members was built using a structured database information architecture utilizing personalized content and page templates designed and maintained by the UX team. Because of this, the core demos in the Sales Demo environment had to replicate a real member experience, covering all user paths and showcasing deep personalization, for prospecting.
The core demos used a hierarchical information architecture structured layout and featured 429 interactive screens that resembled a complete member app.
A shortage of engineering resources and various test account issues required a new demo strategy to maintain sales progress toward annual targets.
The net benefit:
The Sales Demo environment allowed Solution Consultants (and Sales) to reach and exceed their annual sales targets year over year for 5+ years consecutively.
