SOP: Demo & Deck Customization

1. Purpose

The purpose of this SOP is to ensure that client demos and sales decks are customized consistently and professionally, while maintaining alignment with the master templates and brand guidelines. This ensures relevance to the client’s context without compromising brand integrity or accuracy.

2. Scope

This SOP applies to:

  • All sales demos and decks used in client meetings, workshops, or presentations.
  • Sales Representatives, Pre-Sales Consultants, Delivery Managers (when involved), and Marketing.
  • Assets drawn from the official Sales Repository.

3. Definitions

  • Master Deck: Company-approved presentation with standardized slides (see How-To: Using Master Deck).
  • Custom Deck: Client-specific version of the master deck with tailored slides, case studies, and industry examples.
  • Demo Environment: Configured product or solution environment used for live demonstration.

4. Step-by-Step Process

A. Preparation

  1. Sales Rep identifies need for a demo or presentation as part of opportunity progression.
  2. Retrieve the latest Master Deck and Demo Guidelines from Sales Repository.
  3. Align with Pre-Sales/Delivery for scope and demo setup.

B. Deck Customization

  1. Client Branding Context
    • Add client name/logo (only if approval/permission exists).
    • Highlight industry relevance.
  2. Slide Selection
    • Keep mandatory slides: Introduction, Services, Differentiators, Case Studies.
    • Replace or add slides relevant to prospect’s needs.
    • Remove irrelevant technical/service details.
  3. Case Studies Integration
    • Pull relevant case studies from Case Study Repository.
    • Add as appendix or embedded slide, depending on prospect stage.
  4. Compliance Check
    • Ensure disclaimers (confidentiality, NDA clauses) included.
    • No modification of brand-approved design elements.

C. Demo Environment Customization

  1. Pre-Sales configures demo environment (if product/SaaS demo required).
  2. Include client-specific scenarios (sample data, workflows).
  3. Dry run internally 24 hours before client presentation.

D. Review & Approval

  1. Sales Rep circulates customized deck/demo flow internally.
  2. Pre-Sales validates technical accuracy.
  3. Marketing checks brand compliance (optional for high-value deals).
  4. Sales Manager signs off before client-facing use.

E. Delivery & Storage

  1. Deliver demo/deck to client during scheduled session.
  2. Store final version in Repository → ClientName – Deck/Demo – Date.
  3. Update CRM opportunity notes with deck/demo version reference.

5. Roles & Responsibilities

  • Sales Rep: Owns customization, coordinates approvals.
  • Pre-Sales Consultant: Validates solution accuracy, configures demo.
  • Delivery Manager: Provides feasibility checks if delivery is showcased.
  • Marketing: Ensures brand and visual compliance.
  • Sales Manager: Approves final client-facing material.

6. Governance, Violations & Consequences

  • Use of outdated decks → flagged during review, escalated to Sales Manager.
  • Customization without approvals → non-compliance, deal support withdrawn.
  • Sharing demo data without confidentiality checks → escalated to Head of Sales.

7. Review & Ownership

  • Document Owner: Head of Sales (with Marketing & Pre-Sales).
  • Review Cycle: Quarterly, aligned with product/service updates.
  • Version Control: Decks maintained in Sales Repository under “Custom Decks.”