How to Lower Customer Acquisition Costs with Reusable Presales Assets

Solutions Engineers get custom requests for every deal, and somehow they always seem to deliver. 

The issue?

It’s wildly inefficient. If each demo or POC is custom-built for every new lead, customer acquisition costs (CAC) skyrocket. 

In this blog, we’ll explore how presales teams can maximize revenue potential while lowering CAC. The key? Scaling their demo and POC programs with reusable assets. 

The Problem: High Customer Acquisition Costs

Sales engineers (SEs) are responsible for crafting critical product experiences, but building tailored solutions for every prospect doesn’t make sense. This custom approach creates inefficiencies that hurt both time-to-deal and overall acquisition costs. The more time SEs spend building one-off demos and delivering custom POCs, the less time they can spend focusing on the strategic opportunities that warrant a deeper, more impactful investment. 

Lower Customer Acquisition Costs with Scalable Presales Assets 

Striking the right balance between customization and efficiency is the key to scaling the presales motion. Here are two ways to build scalable presales assets that help to lower CAC. 

Build a Structured Demo Program

A well-structured demo program is a proven technique to scaling presales. With customizable demo templates and a repository of reusable assets ranging from product tours to live demos to leave-behind assets, presales teams dramatically reduce the effort required to produce each product experience.

Customizable templates allow teams to tailor demos for different industries, buyer personas, and use cases while using pre-approved, high-quality content. They minimize manual work and reduce the time spent on creating demos from scratch.

When executed correctly, a structured demo program empowers sales teams to self-serve and create customized demos on-demand. This frees up sales engineers to focus on more strategic conversations and higher-value activities as the sales cycle progresses.

Learn how you can get a demo program off the ground in 3 steps by reading this blog, or download our comprehensive guide to building a demo program. 

Develop Modular, Industry-Specific POCs

Moving away from fully custom POCs also lowers customer acquisition costs. Instead, look for ways to develop modular demo environments that are tailored to specific industries, verticals or use cases. These environments require minimal customization, allowing presales teams to quickly adapt them to the needs of each prospect. Customers can dive into them to evaluate whether the technology fits their needs.

For example, if you are selling software solutions to healthcare providers, creating a modular POC environment for the healthcare industry can help you showcase relevant features, integrations, and workflows. With just a few tweaks, you can customize the environment to address each individual prospect’s specific needs.

Databricks exemplifies this approach. They traditionally relied heavily on POCs, which required significant presales investment for every opportunity. Today, their demo program allows customers to engage with live demos, product tours, workshops, leave-behinds, and custom demo environments as alternatives to POCs. This has led to greater team alignment and shorter sales cycles which boost GTM efficiency and reduce CAC. Check out Databricks’ extensive demo library here.

Conclusion: Scale Demo & POC Assets for a More Efficient Sales Process

The key to presales teams’ ability to reduce customer acquisition costs lies in finding ways to scale your POCs and demos without sacrificing quality. Build a structured demo program with reusable assets. Use a demo environment that supports modular, industry-specific POCs. These strategies free up valuable time for sales engineers to focus on high-level conversations that drive deals forward and deliver outsized impact.

A versatile demo platform should be able to support a variety of use cases — including live demos and demo environments. Learn more about the Reprise demo platform or contact us for a demo.