Peter Cohan, principal of The Second Derivative - "Do The Last Thing First" - the recipe for a Great Demo! Here's how to put the "Wow!" into your demos and make them effective, crisp, and compelling - engage audiences in the first six minutes of a demonstration.

Peter will present how to capture and communicate the information you need to create successful demonstrations. Most important, he'll show how to organize the content of your demos to ensure that you address your customers' key business issues within the first few minutes of a demonstration - and generate a "Wow!" response that compels their interest.

The result is crisp, highly effective demonstrations that satisfy VP's and senior management, champions, users and all other players - and close the business.
Peter Cohan is the founder and a principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March 2005. Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc. and the board of advisors for Excellin, Inc. He holds a degree in chemistry. Peter has experience as an individual contributor, manager and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.