📖 How to use Pitch — field-by-field instructions
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Pitch generates a demo preparation script based on the GreatDemo! methodology — leading with the end result (Wow! moment first), tying every step back to the prospect’s specific pain, and avoiding the “Harbor Tour” of irrelevant features. The example below is pre-filled for a Vision Generation demo for Accenture’s CFO.
Demo type
Vision Generation — for early-stage prospects who need to understand the value and end state. Focus is on business outcomes, not features. Technical Proof — for late-stage prospects who need to validate specific capabilities. Focus is on precision and evidence.
Company + Role + Industry
The more specific, the better. Accenture Netherlands / CFO / Professional Services produces a completely different script than ING Bank / IT Director / Financial Services. The AI tailors every line to this prospect.
Their #1 pain
The most important field. State the pain in the prospect’s own language if possible — e.g. “Project timelines keep slipping, causing budget overruns and client dissatisfaction”. This becomes the emotional core of the entire demo script.
Their desired end state
What does success look like for them? This becomes the opening Wow! moment — the first screen you show. “All projects delivered on time, full cost visibility, happy clients” gives the AI what it needs to build a compelling opener.
Critical date / urgency
Why does this matter now? A board presentation in 6 weeks is a very different urgency to a vague “we should improve this”. Urgency drives the closing move and biased questions.
Wow! capability to show first
The GreatDemo! method starts with the end result. Describe the screen, dashboard or output that best demonstrates the end state the prospect wants. This is the first thing the prospect sees — make it count.
Key capabilities to demonstrate
What should the demo cover after the opening Wow? List the capabilities you want to include. The tool builds a structured demo flow around these, always linking back to the prospect’s pain.
💡 Best results tip: Write the pain and end state in the prospect’s own words — not product language. “Reduce resource conflicts” is product language. “We never know who is available until it’s too late” is prospect language. The latter produces a far more resonant demo script.
Understanding the output tabs:
🌟 Wow! Moment — your opening line and first screen.
📋 Demo Flow — step-by-step script with timing.
🚫 Anti-Harbor Tour — what NOT to show.
💬 Value Statements — ROI-linked talking points per capability.
❓ Biased Questions — questions that help the prospect sell themselves.
🎯 Closing Move — how to wrap up and advance the deal.
ProQuenta Pitch
Demo prep inspired by proven Methodology
Do the Last Thing First — stop Harbor Tours, start winning deals.
✦ Example — Accenture CFO Vision Demo
1. Demo type
2. Prospect info
3. Discovery — critical business issues
4. Your solution
📌 Example output.
🌟 Opening line — say this first
“What you are looking at right now is the exact view you described wanting for your board presentation — every project at Accenture Netherlands, its health, its financials, and your resource picture, live on one screen.”
Discovery summary
Critical issue
Project delivery failures are creating client dissatisfaction and margin erosion with no early warning system in place.
Implied pain
The CFO is held accountable for results they cannot currently see until it is too late — creating professional and financial risk.
Measurable delta
Firms using real-time project visibility tools reduce late project delivery by 35–50% within 12 months of adoption.
Urgency
Board presentation in 6 weeks. The CFO needs to walk in with an improvement plan — not a promise to fix it later.
1
Open with the executive portfolio dashboard
Why: This IS the end state they described — show it first, before any navigation. Let the CFO react. Do not click anything yet.
⏱ 3 min
2
Click into a red project — show why it went red and what the system flagged 3 weeks earlier
Why: This directly addresses their pain — “we only find out when it is too late.” Demonstrate the early warning. Say: “This alert fired three weeks before the client noticed.”
⏱ 4 min
3
Navigate to resource availability view — show who is overloaded and who has capacity
Why: Pain #2 — invisible resource utilisation. Show the real-time view. Say: “You told us you don’t know who is available until it’s too late. This is what that visibility looks like.”
⏱ 4 min
4
Show automated client progress report generation in one click
Why: Closes the loop — the CFO can see what clients receive automatically. Reduces manual reporting time and ensures consistent messaging.
⏱ 3 min
5
Return to executive dashboard — ask the biased question
Why: End where you started. The CFO sees the full picture again. This is the moment for the biased question to let them verbalise the value.
⏱ 3 min
These features or areas should not be shown in this demo — they are irrelevant to the CFO’s pain and will dilute the message.
🚫 Technical configuration screens — integration setup, API configuration, data import wizards. A CFO does not care how data gets in — only what they can do with it.
🚫 Time entry and expense submission — operational features for project team members, not relevant to executive decision-making.
🚫 User management and permissions — admin functionality that creates complexity without demonstrating value.
🚫 Detailed billing and invoice workflows — important, but not the CFO’s immediate pain. Introduce in a follow-up session if there is interest.
🚫 Module feature tours — do not navigate through every module. Every click must be justified by the prospect’s stated pain. Unsolicited features undermine credibility.
Real-time project visibility
If Accenture implements the executive dashboard, based on what you told us about finding out too late, you will move from reactive damage control to proactive intervention — reducing late project delivery by an estimated 35–50% in the first year.
Early warning system
If your PMs receive automated alerts 3 weeks before a milestone is at risk, based on the project slippage pattern you described, you will prevent the majority of client-visible failures — not recover from them.
Resource utilisation transparency
If you have real-time resource availability, based on the invisible utilisation problem you raised, you will be able to re-balance workloads before burnout or under-staffing affects delivery — without waiting for people to raise their hand.
Board-ready reporting
If the executive dashboard is live in 6 weeks, you will walk into your board presentation with live data — not a manually assembled slide deck — which gives the board confidence in your operational control.
“If you had seen that alert three weeks ago, what would you have done differently on that project?”
Why it works: Forces the CFO to articulate the value in their own words. Their answer becomes your strongest closing argument.
“When you walk into the board in 6 weeks, what does success look like — what do you need to be able to show them?”
Why it works: Ties urgency to the specific deliverable. Their answer will map directly to what you just showed them.
“On a scale of 1 to 10, how confident are you today that your team can spot a project in trouble 3 weeks before the client does?”
Why it works: Quantifies their current state of pain. A low number makes the need for change visceral. A high number opens a conversation about evidence.
“If this capability had been in place for the last 12 months, which project would have had a different outcome?”
Why it works: Grounds the value in a real recent loss. The CFO will name a project, and that story becomes your most powerful reference in the deal.
“What you have seen today is the exact view you described needing for your board — live project health, resource visibility, and early warning. You have a board presentation in 6 weeks. Let’s talk about what it takes to have this live before that date.”
Propose a 2-week scoping exercise: 3 real Accenture projects imported into a sandbox environment, so the CFO can see their own data in the system before the board presentation. This creates urgency, reduces perceived risk, and advances the deal without requiring full commitment.
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