How I got 30 plus demos for my client?

I work as a consultant who helps clients grow revenue and scale products. Recently I worked with a client for whom I got 30 plus demos which yielded significant revenue by launching in a new geography. 

But before getting into the actual story; lets understand a bit better about the client and their goals.

I trust this will inspire my prospects to grow revenue and scale products … 😀 

Obviously there are domains, teams, culture, geography as well as budget specific nuances which we can speak about once we meet in person or online. The client and the teams are very supportive, provide the details needed to me as soon as they can and are not afraid to make mistakes.  Let me share how I got 30 plus demos for my client.

Read till the end to know the secret recipe … 🏆  

What are characteristics of the Client (as of Q1 2026)? 

• Client is 40-50 employees strong b2b organisation being 5 years in the business. 

• The product is Saas software which is being sold to small and mid-market businesses. 

• Revenue of the client is 1 million plus USD. 

• The price range for the product is 22k plus USD per year. 

• Client has an established market in one geography. 

What are Goals of the Client?

• Scale - The client is fast moving; believes that product market fit is there and now is the time to scale to multiple and high dollar value geographies. 

• Grow Revenue -

“Grow customer base and reach $10 million revenue in the next 2 years”. 

How did I get started? 

See this in a perspective that whatever has worked in the anchor market part of it will work in a new geography. In this case, it is the US market. So I would say 50-70% of what we do will work for the US market and the rest will need to be tweaked for the US market. 

This applied to tools, strategies, playbooks, tactics, team’s knowledge and so on. It is my role as a consultant to coach the teams to make sure that they understand the market nuances and are ready to adapt or change their existing demo scripts, plan and more … 👏 

• I got to know about the ICP in the Anchor market as a client is in the anchor market for close to 5 years. 

• Understand who is the buyer, persona, designations, their goals, and so on. 

• What are the industries the product is working in the anchor market? Think about it - most of the b2b products can be categorised into Saas for desk employees and non-desk employees. This distinction goes a long way. 

• The typical sales process, buyer organisation’s employee size, locations and so on. 

What worked well? 

• Prospects want to know more about the case studies, Those case studies can be from the anchor market. It is ok. I have sat with teams and given pointers on how the existing case study is valid in the US market and what are the limitations. 

• Within the ICP there are always 3-4 buckets. Each bucket has specific use cases which they wish to use, adopt and pay for. In most of the geographies this is similar excluding regional security, compliance, etc. I identified these. Show these post demo to get more demos … 🎖️

• Focus on budget cycles. Some industries have these; some do not. Unless you are from the domain it would be hard to know these cycles in the first year. But keep learning; they exist and they matter. I know about the US market. 

• Buyers want to know about the ROI. They have to answer internally during the buying process and during the operations phase till the contract is valid. What is the dollar value for each use case? What are the direct and indirect costs? How does the cost and benefits analysis stack up? I believe Saas products should have at least 6x ROI to justify the purchase. Buyers are looking at a seamless execution experience and I can show the end to end process on paper for clarity and confidence … 🙋 

• I stress that the Saas contract should be 2 plus years. Focus on some of the terms and conditions. Most of the buyers, buying teams know this but they may not as well. It is beneficial to have a 2 plus years contract. Revenue quality and forecasting both matter. 

• Plant your price negotiation levers. These go a long way in building long term relationships with buyers and the buying teams. 

“Experiment with everything in the new geography till you know what are the 2 to 3 channels which yield in the coming year”. 

I prefer not to share the tools the client is using; but you can guess those. Anyways tools can take you so far. Teams should use tools to empower themselves with some valuable guidance.

Here are some of the pointers on outbound - 

• Keep the website, landing pages updated. I pushed teams to do it bi-weekly. 

• SEO is a must. There are things that need to be done for SEO in the US geography. 

• Position as Ai adopted product company … 🎓 

• Google ads are expensive; but experiment with a budget with 2-4 states. 

• Used a drip tool to send emails to prospects. I optimize the email subjects, body, testimonial, customer use cases and more. They give huge click rates. 

• Piggy back on industry communities such as the G2 crowd … ☎️ 

• Use customer names and designations. Find someone who can align with you. 

• Show product roadmap, AI, release notes to prospects. It is a trust gainer. 

Want to know more about how I got 30 plus demos?

Here are additional secrets as bonus pointers - 

• Keep an open mind. Good ideas can come from anywhere really anywhere. Do you know who suggested “iPhone” as a name to Steve Jobs?

• Teams may feel that they are burdened by the additional work that may come as part of scaling the company. Yes - scale is like getting six pack abs; no excuses … 🏃 

• I ran all the initiatives mentioned above in parallel. We should not wait and have a sequential approach. Compounding impact happens when all happens together. 

• I educate teams on long term perspective, scale mindset, and so on … 🪗 

• There are a lot of minor improvements need to be made for US gtm such as how to write emails, holidays, culture, sports games and so on. I know those well. 

If you are my validated prospect I can share my 1 to 10 million usd revenue playbook which includes partnerships, events, local hiring approaches and more. 

Now you know how I got 30 plus demos and 100k usd plus in revenue. 

You can do it too. Happy selling …

PS - I mentioned this in a forum - - 

“US Go to market = going from Bollywood to Hollywood”. 

What would you do if you were Priyanka Chopra Jonas? How would you start and grow in Hollywood? 

I believe she started with fitness/ six packs. 

A decade or so later, I believe she has done amazingly well. Point conveyed …

That is US go to market from India.

Similar has been done before.

It can be done again and again.

Good analalogy, right?