Walnut

When I first introduced the idea of demo automation to our Solutions Engineering team ~1.5 years ago, I think my excitement might have scared them a little (whoops) ChatGPT had just brought AI to the mainstream. Everyone in tech was worried they were about to be automated out of a job. But this couldn't have been further from my intentions. Good SE's hate doing unqualified demos and "harbor tours" as Peter Cohan calls them. But sometimes they're hard to completely avoid, especially in Enterprise software with no PLG/self-serve free trial option. My pitch to the team was this: What if we could give prospects a controlled interactive demo that's laser-focused on their needs ahead of meeting us? They get to "try" the product and you get to spend more time on discovery/answering informed questions. I got their buy-in. We pulled the trigger on Walnut. The SE's helped create some awesome content. Now our prospects can qualify themselves in or out and know more about how we can help before meeting. We have better conversations earlier. The SE's role is elevated (not eliminated) instantly. This is the future of technical sales 💫

To gate 🔐 or not to gate 🔓 B2B content? It's a hotly debated topic in both marketing and sales circles. I've noticed strong opinions on both sides when it comes to gating content like whitepapers, ebooks, webinars, and even product demos. What's your stance? For: Lead generation, prospect qualification Against: Wider content reach, improved user experience, faster sales cycle Has gating (or not gating) significantly impacted your B2B efforts? I'm genuinely curious about your experiences and the reasoning behind your choice. Let's discuss! #B2BMarketing #ContentStrategy #LeadGeneration

Ever come across a file named "DO NOT TOUCH!", "final", or "the most final, new new" in your organization’s shared folders? 🤦♂️ Well, that's probably one of my worst nightmares, yet weirdly, it's also one of my passions. You might find it odd, but I actually love trying to bring structure and process to this common mess. 🫣 We're no different at Walnut; we've navigated (and maybe still are—right, Elana Charles? 😂) this all-too-familiar chaos with our extensive library of demos. As the demo platforms space evolves, making it easy to create tailored demos for any need, suddenly managing multiple demos for specific features, use cases, or even customer segments became a similar challenge. From these experiences, we've gathered insights on how to create, organize and maintain an efficient content library in the PLS era. I've detailed the strategies that worked for us in a recent blog post. <Link in the first comment> And just for fun, if you have the guts, share the most bizarre or funny file name you've seen in your organization's file library. Let’s see who has the most chaotic file names out there! 📁😄 #ContentManagement #SalesEnablement #FileManagement #TeamCollaboration #WorkplaceHumor #OrganizationalChallenges #TheMostUpdated #UseThis #DoNotTouch