How Interactive Demos Transformed Versapay’s Sales and Customer Success Teams

Stuck in endless demo loops, struggling with calendar coordination, and watching prospects zone out during generic presentations is the reality for many SaaS teams.

Shanyn doCarmo, Senior Sales Engineer at Versapay, shared how her team transformed their sales, marketing, and customer success workflows by building a scalable interactive demo program. What started as a solution to reduce repetitive walkthroughs quickly evolved into a cross-functional asset that empowers prospects, internal teams, and executives to explore the product on their own terms.

For distributed teams, sharing product knowledge effectively is challenging. Interactive demos have become the solution connecting internal teams and external stakeholders through:

• Self-guided product experiences that sales, support, CSM and product teams can access anytime
• Focused flows that allow prospects to explore at their own pace
• Choose-your-own-adventure experiences where users dive into what matters most to them

"It's also really helpful if we get off a demo and we have a specific use case that we weren't able to show in the environment. I can then make that use case in a Navattic flow, and I can send it out as a follow-up," explains Shanyn. This approach lets prospects follow their curiosity from a central starting point rather than overwhelming them with every feature.

Interactive demos are transforming engagement across the entire customer journey:

• Discovery calls: "Nobody wants to sit and watch a recording. Instead, we send an interactive demo their team can walk through" - eliminating painful repeat presentations
• Executive engagement: "Executives don't want to get on a call to see our software demo. They also don't want to watch a recording." Interactive demos respect their time while delivering value
• Customer success: Showcasing new features before they're enabled in customer environments
• Implementation and support: Creating instructional flows that answer specific questions without requiring live assistance

The result? "It's made the whole sales cycle faster because we don't have to match up calendars to set up those calls."

Interactive demos aren't just for self-guided exploration; they're revolutionizing live presentations. The Versapay team utilized:

• Presenter mode hides instructional elements while keeping guidance available to presenters
• Speaker notes provide contextual prompts for what to emphasize
• Guided navigation with beacons showing exactly where to click

"It's completely changed the way we present," Shanyn shares. "I can pull presentations together in two hours instead of two days, and our AEs can confidently demo without getting lost in the product."

As demo libraries grow, maintaining them becomes critical. Shanyn shared some of her tips to keep organized:

• Creating content collections organized by product area
• Building audience-specific variants with the same captures but different messaging
• Leveraging AI for content adaptation - "I've saved scripts in ChatGPT and said, 'Take this script and change it for a CFO-facing audience'"
• Implementing tagging systems instead of rigid folder structures
• Scheduling regular content reviews to prevent outdated demos

This structured approach prevents the "demo mess" that happens when teams create one-off presentations without considering maintenance.

Follow Versapay’s best practices to transform your demo approach:

• Document standards for creating and sharing demos
• Appoint demo champions across teams to prevent bottlenecks
• Create a centralized demo library that's easily accessible
• Establish a request process with clear timelines based on complexity
• Require training before granting building privileges
• Use tags instead of folders for flexible organization
• Schedule quarterly content reviews to maintain quality

Recommended by Shanyn, "If you don't establish standards and best practices from the start, you're going to create a mess of an environment with everybody having a free-for-all.”

With the implementation of interactive demos, Versapay has experienced impressive results:

• Freed-up time for solution engineers to focus on complex use cases
• Accelerated sales cycles by eliminating scheduling delays
• More confident presentations from all customer-facing teams
• Higher engagement as prospects explore products on their own terms
• Seamless knowledge sharing across distributed organizations