"Looking for Richard" , the director and the demo maker.

Long ago, Aristote said that a well-constructed story should have a beginning, a middle, and an end; so should every good movie and outstanding demo as well.

Act 1 : The director usually does not want to spend too much time on this first movie act, it is important in it to include some elements of action that will grab the attention of the audience in order to present some key issues and pain points that the audience doesn't know whether they will be solved or not, that's how you prepare your value proposition and the emotional connection with the public

Act 2 : As the demo director you use this time telling the story in detail, supporting your main idea and eliminating unnecessary information. You spend this time covering the main features that are important for your prospect and the operational benefits they are expecting

Act 3 : It is the end of the story, the sum of the operationals benefits that you summarize turns to be a measurable value as an evidence for your customer. And do not forget that, at the very end of your story, something unexpected is going to happen called "one more thing" that will surprise your customer with additional value again.

So what ? inside the same framework act 1, act 2, act 3 , all the great movies are innovating and bring something new. What is interesting in Looking for Richard is the "story into the story" concept. In the first movie level you get the great masterpiece from Shakespeare "Richard III" and on the second level you get the life description of how the drama has been built with the american actors, you get too some exciting thoughts about differents aspects of Shakespeare, America and theather and such topics about how to communicate Shakespeare to american audience, how can you do being Richard III while you are a movie star ( like John Wayne playing Hamlet) are put on the table.

So do not hesitate to innovate and to use at the demo level the "story into the story" concept in order to interact better and to learn more about your prospect. For instance you can handle the whole value proposition and in the same time focusing only on certain particular pain points inside this value proposal, or for instance you can also demonstrate all the scenarios your customer asked for and on a second level telling the story of the discovery you made with them, the pain points you discovered, how the interviews went and some funny anecdotes about it. The main idea is to tell the left brain story ( Demo as usual, Richard III drama) and also to tell another right brain story ( Discovery, the actor's life) that will help you to share more additionnal value with your customer.

here the trailer of "Looking For Richard" by Al Pacino