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AI-Assisted Demos

5 min read
Solutions Eng

Solutions Eng

AI can prep scripts and customize. The live demo and the relationship are yours.

AI-Assisted Demos

TL;DR

  • AI can draft demo scripts, suggest flows, and tailor content to the prospect. It can't run the demo, read the room, or build trust.
  • Use AI for prep: scripts, objection handling, customization. You own the delivery and the conversation.
  • Demos are sales. Relationship and presence matter. AI prepares; you perform.

Solutions engineers and pre-sales folks live in demos. Customize for the prospect, handle objections, show the right features. AI can help with script drafting, persona-based customization, and "what to say when they ask X." It can't stand in the room, adapt in real time, or close the deal. That's you.

What AI Can Do

Script and flow drafting:

  • "Demo script for a mid-market retailer focused on inventory." AI can draft. You refine for your product and style.
  • Good starting point. Rehearse. Make it yours. Don't read from a script. Use it as a scaffold.

Objection handling:

  • "What do we say when they ask about security / integration / price?" AI can suggest. You tailor to your product and the actual objection.
  • Useful for prep. In the moment, you still need to listen and respond. AI doesn't.

Persona-based customization:

  • "CTO vs. VP Ops vs. developer — what do they care about?" AI can suggest different angles. You build the decks and flows.
  • Different stakeholders want different things. AI helps you prepare. You deliver.

Competitive positioning:

  • "How do we respond when they mention Competitor X?" AI can draft. You verify accuracy. Don't bad-mouth. Don't lie. AI might. You edit.
  • Legal and ethics apply. AI doesn't know your policies. You do.

What AI Can't Do

Live delivery:

  • Reading the room. Pausing when they're confused. Skipping slides when they're bored. That's presence. AI isn't in the room.
  • You are. Own the energy. Own the pace.

Relationship building:

  • Trust is built in conversation. In authenticity. In "this person gets our problem." AI can't do that.
  • Demos are relationship moments. You show up. You listen. You connect.

Real-time adaptation:

  • "They just said they're worried about Y." You pivot. You address it. AI had a script. You have judgment.
  • Flexibility is key. Don't be locked to the script. Use AI for prep; use your brain for the call.

Technical depth when it gets hard:

  • "Can it do X with our legacy system?" Deep technical questions need deep answers. AI might suggest. You know your product. You know the limits. You answer honestly.
  • Credibility comes from honesty. Don't over-promise. AI might. You don't.

The Workflow

  1. Prep with AI — Script, objection handling, persona angles. Draft. Edit. Rehearse.
  2. Customize per prospect — Use AI to suggest what to emphasize. You validate. You build the actual deck or flow.
  3. Deliver — No AI in the room. You. Listen. Adapt. Build the relationship.
  4. Debrief — What worked? What didn't? Feed that back. Improve next time. AI can help summarize notes. You own the learnings.

AI Disruption Risk for Solutions Consultants

Mostly Safe

SafeCritical

AI automates routine work. Strategy, judgment, and human touch remain essential. Mostly safe for those who own the outcomes.

Manual process. Repetitive tasks. Limited scale.

Click "With AI" to see the difference →

Quick Check

What remains human when AI automates more of this role?

Do This Next

  1. Draft one demo script with AI — For a specific persona. Rehearse it. Note what you changed. That's your customization process.
  2. Build an objection library — AI can draft. You add your product-specific answers. Keep it updated. Use it for prep.
  3. Record yourself — One demo. Review. Where did you adapt? Where did you stick to script? Improve. AI helps prep; you improve delivery.