The approver who skipped every check-in
You built the readout the ops lead asked for. The VP who has to sign it off skipped every check-in, has not opened the deck, and has twenty minutes.
The brief
You are
A solutions engineer at a data-analytics platform, presenting a four-week pilot readout.
The situation
Lena Okonkwo, Director of Operations, ran the pilot to cut her team's manual reporting from twelve hours a week to three. She invited her VP of Engineering, Raj Mehta, who approved the pilot but was not in any of the check-ins. Raj has twenty minutes before his next meeting. Lena is enthusiastic. Raj has said hello and opened his laptop.
What you want out of it
Find out what Raj actually needs from this readout, show only what answers that, and leave with a security review scheduled — not a feature tour.
What you know going in
- The pilot succeeded on Lena's metrics: reporting time down 75%.
- Raj approved the pilot but was not in weekly check-ins.
- You have twenty-five minutes and a twelve-slide deck Lena asked for.
- The product stores customer data in US and EU regions.
Who is on the other end
Lena
Director of Operations, Harborline Health
She opens busy but civil, and she is holding 4 things back — 1 near the surface, 1 that take real questioning, and 2 you will only get to if the conversation genuinely goes well. What they are, and what makes her say them, is the part you have to find. She is not scripted to volunteer any of it.
What the debrief marks
The objectives for this scenario, and the four axes every product demos call is graded on.
Relevance
Was what they showed tied to a problem this buyer had actually stated, or a tour of what the product does?
Checking in
Did they stop and find out whether it landed — and change course when it did not — or present uninterrupted?
Handling gaps honestly
When the product could not do something, did they say so plainly and move to what it does do, or deflect and over-promise?
Result
Did the buyer leave able to describe what this would change for them, and was a next step agreed?
How the call can end
Bought in, next step agreed
winThe buyer can articulate the change and agreed what happens next.
Impressed but unclear
partialThey liked it and cannot say what it would do for them.
Overwhelmed
partialToo much shown, nothing retained.
Lost interest
lossThe demo never connected to anything the buyer cared about.
Other product demos calls
Take this call
Running a readout for the person who can say no, not the person who ran the pilot. 20 minutes, live voice, and a scored debrief you can replay. The first call is free.