How to order the slides in a customer intro deck
What the buyer expects in enterprise SaaS. What you need to show. How to structure the conversation.
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In enterprise SaaS, you'll have to talk to large companies in the early days. If you're selling a high ACV product, only large companies can afford to pay for pilots. Since the ACV is high, the expectations are high too. Let’s say you reach out to many companies and some of them agree to meet with you. How do you capitalize on these opportunities?
You need to be buttoned up during your presentation. You need to show up prepared. You need to show that you can solve their business problem. What should the customer intro deck look like? What should be the order of those slides?
The slide deck serves as an anchor for a discovery conversation. Here's the slide deck order I recommend:
Slide #1: Title slide
It should have both their logo and your logo. The title could be something like "Introduction". Add the date below it.
You should show that you're here to solve a business problem for them.
Your goal shouldn't be to talk "at" them, but to have a conversation "with" them.
Slide #2: Quote from their website
Let's say you're selling an enterprise SaaS tool that automatically detects servers going down. You should pick up a quote from their website that relates to what you're doing and add their logo below this quote.
For example, let's say their website has something like "our platform enables developers all over the world to build mobile apps". It means that uptime is very important to them.
Remind the decision maker that what you’re doing is important to the leadership of their company.
Slide #3: Details about your company
You should talk about who you are and what you do. You should highlight the value you're bringing to the table.
There should be 3-4 brief sections. One liners should be fine for each section.
Slide #4: High level diagram to show how it works
This is a flowchart showing how the product works for the customer.
This is from the customer’s point of view.
How does the user interact with your product? How does the info flow back to them? How will they integrate in into their work?