# 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.

Free checklist for sales reps. Topic: [Demos & Product Storytelling](https://www.peerlab.ai/library/topic/demos-product-storytelling/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/multi-stakeholder-demo-checklist/

## 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.

## 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