#122: Product Marketing | Improve the B2B Buying Experience with Interactive Product Demos (with Natalie Marcotullio from Navattic)

Exit Five: B2B Marketing with Dave Gerhardt

This week, we're sharing a recording from an Exit Five Live Session with Natalie Marcotullio, Head of Growth and Operations at Navattic. She has a background in SEO and digital marketing for B2B sales and marketing SaaS. Over the years, her focus has shifted to full-funnel marketing, GTM strategy, and improving the digital buyer experience.

In this episode, we cover

• Why buyers are switching to a more "self-service" model of buying
• How interactive demos stack up against traditional marketing education like videos or ads
• Tips to create a product story with your interactive demo that gets you a 30% CTR
• The most common questions marketers have about interactive demos

Timestamps

• (00:00) - Introduction
• (08:36) - Statistics on Product Demos
• (12:39) - Gating vs. not gating product demos
• (14:58) - Emails and personalized follow-ups post-demo
• (15:54) - Where to place the interactive demo on the website
• (23:29) - Interactive demos with complex products
• (28:30) - How to budget for interactive product demos
• (31:22) - Implementing interactive product demos in LinkedIn ads
• (33:00) - Platform recommendations for interactive product demos
• (36:54) - Use of interactive demos in the sales cycle
• (38:30) - Tracking activity and attribution in interactive demos
• (40:09) - Personalized demos for each prospect
• (43:08) - Post interactive demo conversion best practice
• (47:50) - Closing thoughts

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