Skyhigh Security offers exceptional products but lacked a downloadable demo option to showcase their value. Our customers and employees love our focus on user experience, driven by continuous feedback and iteration and our mission to secure their data. We needed to bridge the gap and engage customers to let them experience the platform firsthand, driving awareness and adoption.
Without a way for prospects to experience our platform’s capabilities directly, we faced the risk of losing engagement during the decision-making process. This challenge was amplified by the complexity of our offerings, which required a hands-on approach to fully appreciate their value. To address this, we needed a solution that not only demonstrated our product features effectively but also aligned with our customer-centric approach, making it easy for prospects to explore how our solutions could meet their unique security needs.
Interactive Demos:
After thorough research, we selected Navattic as our interactive demo platform due to its robust capabilities, high level of customization, and excellent customer support. We developed a comprehensive platform demo that highlighted the three primary features of our SSE offering: Cloud Access Security Broker (CASB), Secure Web Gateway (SWG), Private Access (ZTNA), and Data Loss Prevention (DLP). Collaborating with Sales Engineers, Product Management (PM), and Product Marketing (PMM), we identified the most sought-after features and designed messaging and user flows tailored to showcase their value effectively.
Campaign:
For the campaign, we focused on demonstrating our value from the customer’s perspective, using their experiences as the hook to engage prospects. Since customer satisfaction is at the core of what we do, we crafted content around testimonials from both customers and employees, highlighting why they love our products. These authentic quotes formed the foundation of our messaging, inviting prospects to explore our platform and “kick the tires.”
Not only did the campaign succeed in driving awareness, but it also leveraged the momentum of interactive demos to focus on specific use cases, effectively driving sales. We integrated Navattic’s built-in technology with our Marketo instance, enabling real-time lead tracking and feedback from our website. Collaborating with sales and the broader marketing team, we created offline demos tailored for events like RSA, Gartner, and Forrester.
Additionally, we partnered with Sales Engineering to train teams and develop new demos for deeper funnel engagement. To enhance product education, we worked with Documentation to migrate from another platform to Navattic, taking advantage of its robust features for showcasing workflow how-tos and product setup. We also trained and supported our lead enterprise architects in building comprehensive workshops, extending the reach and impact of our demo strategy.
In a little over a year, the teams have built over 100 interactive demos, garnering 24,000 unique visitors and 1500+ leads; and is now a staple of every demand gen campaign at Skyhigh.
