demo-script

name	demo-script
description	Create tailored demo scripts for Talosix EDC product demonstrations, customized by audience type, therapeutic area, and competitive context with objection handling.

EDC Demo Script Generator

Purpose

Create structured, audience-specific demo scripts for Talosix EDC that highlight the most relevant features, address likely objections, and position competitively against known alternatives. Every demo should tell a story grounded in the prospect's clinical trial reality.

When to Use

• Preparing for a scheduled product demo with a prospect
• Creating demo templates for a specific audience segment
• Customizing an existing script for a new therapeutic area or study phase
• Training new sales engineers on demo delivery

Information Gathering

Collect before generating:

1. Audience - Who is attending (roles, seniority, technical depth)
2. Company Type - Sponsor, CRO, academic, site network
3. Therapeutic Area - Primary indication and study type
4. Study Phase - Phase I-IV, or registry/observational
5. Pain Points - Known issues with current EDC or processes
6. Competitive Context - Current/previous EDC vendor, vendors also being evaluated
7. Demo Duration - Typically 30, 45, or 60 minutes
8. Demo Environment - Which Talosix demo instance/study to use

Demo Script Structure

Opening (5 minutes)

1. Welcome and introductions
2. Confirm agenda and time
3. Ask: "What would make this demo successful for you today?"
4. Brief Talosix positioning (2-3 sentences, not a company pitch)
5. Transition: "Let me show you how this works in practice..."

Story-Based Flow (Core Demo)

Structure the demo around a realistic clinical trial scenario, not a feature walkthrough. Use a study that mirrors the prospect's work.

Example narrative arc:

"Let's walk through a Phase III [therapeutic area] study from setup to database lock."

Scene 1: Study Build & Configuration
Scene 2: Site Activation & First Patient In
Scene 3: Day-in-the-Life of a Site Coordinator
Scene 4: Data Management & Query Resolution
Scene 5: Medical Review & Coding
Scene 6: Reporting & Oversight
Scene 7: Database Lock & Export

Closing (5 minutes)

1. Recap key differentiators shown
2. Ask: "How does this compare to what you're doing today?"
3. Propose next steps (technical deep-dive, reference call, pilot)
4. Provide timeline for follow-up

Audience Customization

CRO Audience

Priority Features:

• Multi-sponsor study management and tenant isolation
• Rapid study build with form libraries (emphasize time-to-first-patient)
• Flexible workflows that adapt to different sponsor SOPs
• White-labeling and branding options
• Volume licensing and portfolio pricing

Key Messages:

• "Reduce study build time by X% with reusable libraries"
• "Support multiple sponsor standards within one platform"
• "Your data managers will spend less time on queries and more on oversight"

Likely Concerns: Switching costs, retraining staff, sponsor acceptance

Sponsor Audience

Priority Features:

• Real-time data visibility and oversight dashboards
• CDISC compliance and submission-ready data
• Risk-based monitoring support (KRIs, central monitoring)
• Cross-study analytics and portfolio view
• Vendor oversight and audit capabilities

Key Messages:

• "See your data the moment it's entered, not weeks later"
• "Reduce time from database lock to submission"
• "Built-in compliance reduces audit findings"

Likely Concerns: Validation burden, IT integration, data migration

Site/Investigator Audience

Priority Features:

• Intuitive eCRF interface (minimize clicks, smart defaults)
• Offline capability for sites with connectivity issues
• Query resolution workflow simplicity
• Patient visit scheduling and reminders
• eSource and EHR integration

Key Messages:

• "Designed for clinicians, not just data managers"
• "Complete a visit form in under X minutes"
• "Reduce screen failures with real-time eligibility checks"

Likely Concerns: Training burden, another system to learn, IT requirements at site

Therapeutic Area Customization

Oncology Demo

• Show RECIST tumor measurement forms with auto-calculations
• Demonstrate complex visit windows with treatment cycles
• Highlight dose modification tracking and safety reporting
• Show randomization stratification by stage/biomarker
• Include PRO/QoL instrument integration

Rare Disease Demo

• Show adaptive design support and protocol amendment agility
• Demonstrate natural history data collection
• Highlight small-N analytics and individual patient narratives
• Show patient/caregiver portal for ePRO
• Include long-term follow-up scheduling

Vaccine Demo

• Show large-scale enrollment tracking and site dashboards
• Demonstrate reactogenicity diary collection (electronic)
• Highlight lot number tracking and randomization
• Show safety surveillance and signal detection dashboards
• Include multi-country regulatory submission data formatting

Competitive Differentiators

Weave these into the demo naturally (show, don't tell):

Differentiator	How to Demonstrate
Study build speed	Build a form live in the demo, show library drag-and-drop
Modern UX	Side-by-side comparison with legacy EDC screenshots
Real-time analytics	Show live dashboard updating as data is entered
Edit check transparency	Show edit check logic in plain language, not SAS code
API-first architecture	Show integration marketplace, webhook configuration
Configuration flexibility	Make a mid-demo change to show no-code adaptability

Objection Handling

Prepare responses for common objections and weave preemptive answers into the demo:

"We're happy with our current EDC."

• "Many of our customers felt the same way. What changed was [specific pain point]. Let me show you how we handle that differently."

"Switching EDC mid-program is too risky."

• Show migration tools and parallel-run capabilities
• Reference a successful migration case study in their therapeutic area

"You're too small / not established enough."

• Show customer logos, study volume, and growth metrics
• Emphasize agility and responsiveness as advantages
• Offer a reference call with a similar-sized organization

"We need [specific feature] that you probably don't have."

• If available: demonstrate it immediately
• If roadmap: share timeline and show API extensibility
• If not planned: acknowledge honestly, pivot to platform strengths

"How do we know you'll be around in 5 years?"

• Share growth metrics, funding status, and customer retention rates
• Emphasize clinical data portability and standards compliance (CDISC)

"Our IT team will never approve this."

• Show security architecture, compliance certifications
• Offer a dedicated IT/security deep-dive session
• Provide security whitepaper and SOC 2 report under NDA

Demo Tips

• Never demo a feature without context. Always tie it to a clinical trial workflow.
• Use their terminology. If they say "case report form" not "eCRF," match their language.
• Pause after showing something impressive. Let it land.
• Ask questions throughout. "Is this similar to how you handle this today?" keeps engagement.
• Have a backup plan. If the demo environment has issues, have screenshots/recordings ready.
• End 5 minutes early. Use the time for discussion rather than rushing.

Output Format

Deliver the demo script as:

1. Script Document - Minute-by-minute script with talking points, click paths, and transition phrases
2. Objection Cheat Sheet - One-page reference for the demo presenter
3. Follow-Up Template - Email template summarizing key points shown, next steps, and relevant resources to share