Individual
Checklist
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Multi-Stakeholder Demo Checklist
Ensures a demo with five attendees speaks to all five roles instead of just the loudest voice in the room — stakeholder mapping worksheet, role-specific checklist, mid-demo check-ins, and post-demo follow-up.
What's inside
- Pre-demo stakeholder mapping worksheet (name, role type, what they care about, risk if ignored)
- Role-specific checklist items for Economic Buyer, Champion, Technical Evaluator, End User, and Skeptic/Blocker
- Procurement/Legal checklist items when they're present
- Word-for-word mid-demo "temperature check" script, one line per role
- Post-demo stakeholder-specific follow-up checklist
A demo with 5 attendees and one narrative aimed at the loudest person in the room loses 4 of them. This checklist ensures every role gets addressed by name, not just implied.
Pre-demo stakeholder mapping worksheet
Fill this in before the meeting, using discovery notes and the invite list.
| Name | Role type | What they specifically care about | Risk if ignored in the demo |
|---|---|---|---|
| Economic Buyer | Feels it's "just a tool demo," no business case → stalls at approval | ||
| Champion/User | Feels unheard, disengages, stops internally selling for you | ||
| Technical Evaluator | Unanswered technical risk becomes a veto later | ||
| End User | Sees no personal upside, becomes quiet resistance during rollout | ||
| Skeptic/Blocker | Objection goes unaddressed and surfaces after the call, out of your sight |
Role-specific checklist
Economic Buyer
- Addressed them by name at least once with a business-outcome statement (cost, revenue, risk)
- Showed or referenced a quantified ROI/business case, not just features
- Confirmed their specific approval process and timeline out loud
- Did not let the demo run past their stated available time
Champion/User
- Opened with their specific pain point, in their own words
- Gave them a moment in the demo to react or ask a question, not just observe
- Confirmed they have what they need to sell this internally after the call
- Asked directly what would help them advocate for this with the rest of the room
Technical Evaluator
- Covered architecture, security, or integration specifically, even briefly
- Did not guess on a technical question — offered a precise follow-up instead
- Offered a dedicated technical deep-dive session as a next step
- Addressed any stated technical constraint from discovery by name
End User
- Showed the actual day-to-day workflow they'd use, not just admin/reporting views
- Framed at least one outcome in terms of their daily experience getting easier, not just organizational metrics
- Gave them room to ask a "dumb question" without it being brushed past
Skeptic/Blocker
- Named their likely objection proactively rather than waiting for them to raise it
- Did not talk over or dismiss any pushback from them
- Followed the Listen-Acknowledge-Explore-Respond sequence if they objected
- Left the call having addressed their specific concern, even if not fully resolved
Procurement/Legal (if present)
- Confirmed contracting/security review process and typical timeline
- Did not treat their presence as purely administrative — asked what they need to see
- Offered relevant documentation (security, compliance, DPA) proactively
Mid-demo "temperature check" script
Use these once each, by name, at natural breakpoints — not all in a row.
- To the Economic Buyer: "[Name], does the math we just walked through match how you'd want to build the business case internally?"
- To the Champion: "[Name], is this matching what you were hoping I'd show today?"
- To the Technical Evaluator: "[Name], anything here raising a flag from an architecture or security standpoint?"
- To the End User: "[Name], if you were using this day to day, does that feel intuitive, or is there something that'd trip you up?"
- To the Skeptic: "[Name], I know you had a concern about [X] — does what we just covered address that, or is there more to unpack?"
Post-demo stakeholder-specific follow-up checklist
- Sent the Economic Buyer the ROI/business case in writing within 24 hours
- Sent the Champion a summary they can forward internally, in their language
- Scheduled the Technical Evaluator's deep-dive session with a specific date
- Sent the End User any hands-on trial/sandbox access if available
- Followed up individually with the Skeptic on their specific unresolved concern
- Sent Procurement/Legal any requested documentation without being chased for it
How to use it
Fill in the stakeholder worksheet before the meeting, run the role-specific checklist items during the demo itself, use the temperature-check script once per named attendee at natural pauses, and complete the tailored follow-up checklist within 24 hours after the call.