How a French Medtech Uses Demo Collections for Complex Sales Processes

David Juras is a product owner at a French SaaS company building mobile and back office software for the medical sales industry. Their platform is used by field salespeople visiting pharmacies and medical stores. It's also used by the labs and suppliers those salespeople work for.

Their product is complex by design. The medical sales team can work across 10-20 different labs at once, each with their own pricing rules, commission structures, and configurations. Some labs want full control over how their products are sold. Others just want orders processed.

This means that the same platform is being used in very different ways, and for a large volume of potential sales.

David chose to use HowdyGo (and interactive demo collections) to arm their sales people with demos that would tell the story quickly.

Before HowdyGo: Q&A pages

Before interactive demos, the sales team relied heavily upon static Q&A pages embedded in the product. They didn't have an option for guided walkthroughs, nor a way to show the difference between an integrated lab workflow and a free lab workflow.

"We were looking for a professional tool that would illustrate all the major concepts and features of our complex product, based on several dimensions like user roles and license levels. It had to be easy to set up and use for both demo creators and demo users."

David shopped around and looked at different interactive demos tools before landing on HowdyGo. The main things he needed were functional coverage, affordability, and a tool that's easy to use. HowdyGo hit all three, and solid support sealed the deal.

"I started chatting with the team and just got very fast answers. I thought about something that would be nice in the product, and the next day I had a message saying that my idea was implemented and delivered in the product. I could not believe it."

David's feature requests are now live in the HowdyGo product.

Interactive demo collections to serve different user groups from one place

The biggest game changer for their sales team has been collections. Demo collections (and specifically tags within collections) let them serve completely different user groups from a single organised hub.

Their platform has two distinct modes and sales teams:

1. Salespeople working with integrated labs get a highly configured experience with specific pricing rules and commission structures set by the lab.
2. Salespeople working with free labs get a simpler setup since they just need to process orders. The features available, and the way they work, are different for each case.

Collections with tags let them handle this without having to build separate demo hubs for every single user type. A salesperson can open one collection and filter by the tag that matches their setup, and see only the demos relevant to how they actually use the platform.

"You can have one product and one perspective per end user. It's super easy to search, super easy to navigate. Collections are essential."

What do the numbers look like?

HowdyGo is quickly becoming their primary onboarding tool for sales teams. It's the first place that new users go to understand the platform, and it's the place that the sales team goes to see who's engaging and who needs a follow-up.

What's next

The upcoming user growth changes what analytics will be able to tell them. Right now the user base is small enough that patterns aren't meaningful. In a few months, completion data and lead tracking will let the team see which demos are working, which users are stuck, and where the onboarding flow needs attention.

"When we have dozens of new users at once, our main tool will be HowdyGo to support them."

David also wants to use demos for back office users at the lab level.

David's note to people thinking about using HowdyGo

"HowdyGo delivers the expected features for the best quality-to-price ratio on the market. And what an amazing product team and support."