Playbooks
Decision
Partners
Enable channel partners to effectively demonstrate your product's value.
Who’s it for
Partner managers, Channel teams, Alliance leads
Where it works
Partner portals, reseller training, co-selling activities, channel marketing
What you’ll achieve
Increased partner-sourced revenue, improved partner confidence, consistent messaging
Why it matters
Channel partners often struggle to effectively communicate your product's value without deep technical expertise or direct product access. Interactive demos provide consistent, compelling sales tools that partners can confidently use to drive revenue without extensive training.
Partners sell better when they can demo confidently. Interactive demos ensure your resellers deliver consistent, compelling product experiences without needing deep technical knowledge
Ranga Kaliyur
PMM,
Storylane
Key takeaways
- Create 8-12 step demos - Build focused experiences showcasing key value propositions with tooltips and hotspots for guidance
- Enable customization - Allow partners to modify text, images, and branding to match their specific customer segments
- Simplify distribution - Embed demos in partner portals with clear organization by use case, industry, or buyer persona
- Track partner usage - Generate unique links for each partner to monitor engagement and correlate with closed business
Implementation guide
Demo creation strategy
- Build demos with 8-12 steps focusing on key value propositions rather than comprehensive feature tours
- Use tooltips and hotspots to guide partners through important selling points and differentiators
- Create intuitive navigation between screens that simulates live product experience
- Include competitive positioning and clear differentiators to strengthen partner sales arguments
Customization capabilities
- Enable partners to modify demo content using the Demo Editor for text, images, and copyright notices
- Allow custom HTML additions for partners with specific technical requirements or branding needs
- Include customizable sections where partners can add their logo, services, and unique value propositions
- Provide co-branding opportunities that showcase both company brands appropriately
Partner portal integration
- Embed demos directly in partner portals using Storylane's embedding features
- Organize content by use case, industry vertical, or buyer persona for easy partner navigation
- Create searchable demo libraries that partners can quickly access during sales conversations
- Establish clear categorization system that matches partner sales processes and customer segments
Multi-format availability
- Provide demos in various formats including embedded experiences, GIFs for email campaigns, and social media snippets
- Create presentation-ready versions that partners can use during live sales meetings
- Develop mobile-optimized versions for on-the-go partner sales activities
- Offer downloadable resources for partners operating in low-connectivity environments
Partner engagement monitoring
- Generate unique demo links for each partner or sales representative to track individual usage patterns
- Monitor which partners actively use demos and correlate engagement with revenue generation
- Analyze demo section performance to identify most effective content for partner training
- Track customer engagement from partner-shared demos to measure effectiveness
Partner Link Examples: storylane.com/demo/partner?id=partner-acme&rep=john-smith storylane.com/demo/partner?id=partner-techcorp&vertical=healthcare
Continuous improvement
- Establish regular feedback channels for partners to provide input on demo effectiveness
- Gather suggestions for improvements based on real customer interactions and objections
- Update demo content regularly with new features, messaging, and competitive information
- Create quarterly review processes with top-performing partners to share best practices
Advanced strategies
Partners sell better when they can demo confidently. Interactive demos ensure your resellers deliver consistent, compelling product experiences without needing deep technical knowledge
- Avoid technical jargon - Use clear, accessible language that partners can confidently explain to their customers without deep product expertise
- Create role-specific versions - Develop different demo variations for technical consultants versus business development representatives
- Include clear next steps - Provide customizable CTAs that partners can adapt to their specific sales processes and customer needs
- Develop industry-specific variants - Create targeted demo versions for partners focused on specific vertical markets or use cases