DocsHub Demo Script

DocsHub Demo Script

15-20 Minute Structured Product Demo

Date: November 12, 2025 Status: ACTIVE - Ready to Use Demo Environment: https://docs.isutech.co.za (live example)

---

🎯 DEMO OVERVIEW

Duration: 15-20 minutes Format: Screen share (Zoom, Teams, or Google Meet) Goal: Convert interested lead → Free trial signup Success Rate Target: 50%+ (demo → trial conversion)

Demo Structure:

1. Opening & Discovery (3 min) - Understand their needs
2. Live Platform Walkthrough (10 min) - Show docs.isutech.co.za
3. Pricing Discussion (3 min) - Match tier to their needs
4. Trial Close & Next Steps (2 min) - Get commitment

---

✅ PRE-DEMO CHECKLIST (15 Minutes Before Call)

Technical Setup:

• Open https://docs.isutech.co.za in browser (main demo environment)
• Test screen share (Zoom/Teams/Meet)
• Close unnecessary browser tabs (look professional)
• Have backup browser ready (if technical issues)
• Test audio/video (no echo, good lighting)
• Have mobile phone ready (show mobile responsiveness)

Materials Ready:

• Pricing sheet open (separate tab)
• Objection handling guide (quick reference)
• Trial signup link ready to paste in chat
• Calendar link for follow-up (Calendly or Google Calendar)
• Notepad/CRM open (take notes during call)

Research (5 Minutes):

• Review their website (understand their business)
• Check their LinkedIn (find pain points mentioned)
• Identify their segment (training provider, tech company, municipality)
• Note specific challenges they face (from email conversation)
• Prepare 2-3 personalized talking points

Example Research Notes:

Prospect: Greenview Training Centre
Segment: Training Provider
Pain Points (from email): "SETA audit coming up", "Documentation scattered"
Talking Points:
1. Show SETA-compliant documentation structure
2. Emphasize search functionality (find audit docs fast)
3. Mention fixed pricing (not per-user like SharePoint)

---

📞 PART 1: OPENING & DISCOVERY (3 Minutes)

Start: Build Rapport (30 seconds)

Script:

"Hi [NAME]! Thanks so much for taking the time today. Can you hear and see me OK?

Great! Before I dive into the demo, I want to make sure I'm showing you the most
relevant parts for [ORGANIZATION]. I did some quick research on your website/LinkedIn,
but I'd love to hear directly from you..."

Why This Works: Shows you prepared, builds credibility, makes it conversational (not pitch-y)

---

Discovery Questions (2.5 minutes)

Ask 3-4 questions to understand their situation:

Question 1: Current State

"How are you currently managing your organization's documentation?
(e.g., Google Docs, SharePoint, wikis, scattered across email?)"

Listen for:

• Tools they mention (competitors)
• Pain points (“hard to find”, “expensive”, “scattered”)
• Team size (impacts pricing tier)

---

Question 2: Specific Pain Point

"What's the biggest challenge with your current setup?
(e.g., search, organization, sharing with team/public, cost?)"

Listen for:

• Primary pain point (focus demo on this)
• Urgency signals (“audit coming up”, “compliance deadline”)
• Budget concerns (“too expensive”, “per-user licensing”)

---

Question 3: Use Case

"What would you primarily use a documentation platform for?
(e.g., internal knowledge base, customer-facing docs, SETA compliance, public transparency?)"

Listen for:

• Their use case (tailor demo examples)
• Whether they need public access (impacts pricing)
• Customization needs

---

Question 4: Decision Process (if time)

"If you found a solution that works, what's your typical decision-making process?
(e.g., just you, need approval, procurement process?)"

Listen for:

• Who else needs to see demo (invite them now or schedule second demo)
• Timeline (immediate need vs future planning)
• Budget approval process

---

Transition to Demo:

"Perfect, that's really helpful context. Based on what you've shared - especially [REPEAT THEIR
MAIN PAIN POINT] - I think DocsHub would be a great fit. Let me show you how it works.

I'm going to share my screen and walk through our live documentation site - this is the same
platform you'd get. I'll focus on [THEIR USE CASE] since that's what's most relevant for you.

Sound good?"

[START SCREEN SHARE]

---

💻 PART 2: LIVE PLATFORM WALKTHROUGH (10 Minutes)

Section 1: Homepage & First Impressions (1 minute)

[Navigate to: https://docs.isutech.co.za]

Script:

"OK, so this is docs.isutech.co.za - this is our own documentation site, and it's the same
platform we'd set up for [ORGANIZATION].

First impressions: Notice how clean and professional it looks? This is the Material Design
UI - it's what Google uses for their documentation. Users love it because it's familiar
and intuitive."

Point Out:

• Top Navigation: “Home, About, Marketing, Products, etc. - fully customizable for your needs”
• Search Bar: “Instant search - we’ll demo this in a second”
• Mobile Responsive: “Works beautifully on phones and tablets” (show mobile view or phone if time)
• Professional Look: “This is how your documentation would look - not like outdated government websites”

Pause for questions: “Any questions so far?”

---

Section 2: Search Functionality (2 minutes) ⭐ KEY FEATURE

Script:

"The #1 feature our customers love is the search. Let me show you why it's so powerful."

[Click in search bar]

Demo Steps:

1. Type partial query: (e.g., “pricing”)

   • Point out: “See how it shows suggestions as I type?”
   • Point out: “Results appear instantly - no page reload”

2. Click a result: Opens the page with search term highlighted

   • Point out: “The search term is highlighted on the page”
   • Point out: “It searches full-text - not just titles, but content inside documents”

3. Try another search: (segment-specific)

   • Training Provider: Search “SETA” or “compliance”
   • Tech Company: Search “API” or “authentication”
   • Municipality: Search “transparency” or “POPIA”

Script:

"Why this matters: Your team (or citizens for municipalities) can find information in
5-10 seconds instead of 5-10 minutes searching through Google Drive or email.

One of our customers - a tech company with 30 employees - calculated they saved 15 hours
per week just from better search. That's R90,000 per year in productivity gains, for
R2,500/month cost."

Pause: “Have you experienced this pain point - wasting time searching for documents?” (Let them relate to the problem)

---

Section 3: Navigation & Organization (2 minutes)

[Navigate through 2-3 sections using left sidebar]

Script:

"Let me show you how the navigation works. On the left sidebar, you have your main sections."

Demo Steps:

1. Click “Products” (or relevant section)

   • Point out: “Expandable sections - clean hierarchy”
   • Point out: “See how it remembers where you are with the highlighting?”

2. Click into a subsection (e.g., “ThriveSend B2B2G”)

   • Point out: “Multiple levels of organization - you can go as deep as you need”
   • Point out: “Table of contents on the right for long pages”

3. Show breadcrumbs at top (Home > Products > ThriveSend B2B2G)

   • Point out: “Breadcrumbs help users know where they are and navigate back”

Script (Customize for their segment):

For Training Providers:

"For you, this could be organized as:
- Courses (expandable by qualification)
- Policies & Procedures
- SETA Compliance Documents
- Learner Resources
- Assessment Tools

All searchable, all organized, all in one place instead of scattered across Google Docs."

For Tech Companies:

"For you, this typically looks like:
- Product Documentation (user guides)
- API Documentation (endpoints, authentication)
- Internal Processes (onboarding, SOPs)
- Knowledge Base (troubleshooting, FAQs)

Your customers get professional docs, your team gets organized internal knowledge."

For Municipalities:

"For municipalities, we often structure as:
- Policies & By-Laws (public-facing)
- Service Delivery Standards
- Transparency & Accountability Reports
- Public Participation Documentation
- Council Resolutions & Minutes

Citizens can search and find information themselves instead of filing PAIA requests."

---

Section 4: Content Quality & Formatting (1.5 minutes)

[Open a content-rich page - e.g., Technical Whitepaper or Use Case]

Script:

"Let me show you what actual content looks like on the platform."

Point Out:

• Headers & Structure: “Clean hierarchy - H1, H2, H3 headers for organization”
• Tables: “Professional formatting - this is how you’d present structured data”
• Code Blocks: (if tech company) “Syntax highlighting for code snippets”
• Admonitions: “Info boxes, warnings, tips - great for callouts”
• Images: (if page has images) “Images and diagrams supported”

Script:

"All of this is written in Markdown - it's a simple text format. You don't need to know
HTML or coding. If you can write an email, you can create pages.

OR - and this is what most customers choose - we migrate your existing content for you.
Send us your Google Drive or SharePoint link, we handle the conversion, you just review
and approve. Typical migration: 2-3 weeks for 100-500 pages."

---

Section 5: Mobile Responsiveness (1 minute)

[Either show on mobile phone OR resize browser window]

Script:

"Quick check on mobile - let me show you how this looks on a phone."

[If using browser: Press F12, toggle device toolbar, select iPhone/iPad]

Point Out:

• Hamburger menu: “Navigation collapses to hamburger menu - standard mobile pattern”
• Search works: “Search is still fully functional”
• Readable text: “Content automatically reformats for mobile - no pinching and zooming”

Script:

"Why this matters: [SEGMENT-SPECIFIC]

**Training Providers:** "Your learners can access course materials on their phones during
breaks, on the go."

**Tech Companies:** "Your customers can read API docs on mobile - 40% of tech users
access documentation from mobile devices."

**Municipalities:** "Citizens can access by-laws and policies from their phones - no need
for computer access."

---

Section 6: SA Data Residency & POPIA Compliance (1.5 minutes)

Script:

"Two things that set us apart from international solutions like Notion or Read the Docs:
South African data residency and POPIA compliance."

Explain:

1. SA Data Residency:

"Your data is hosted on Hetzner's Cape Town data center. Not in the US, not in Europe -
right here in South Africa. This matters for:
- Data sovereignty (your data stays in SA jurisdiction)
- Performance (faster load times - sub-200ms vs 1-2 seconds for international hosting)
- POPIA requirements (easier to demonstrate compliance when data doesn't leave SA)"

2. POPIA Compliance:

"The platform is POPIA-compliant out of the box:
- Data processing agreements in place
- Audit trails (we log who accesses/edits what)
- Right to be forgotten (we can delete data on request)
- Data portability (you can export all your content anytime)

For municipalities and training providers especially, this is critical for audits."

Pause: “Is POPIA compliance important for [ORGANIZATION]?” (Let them confirm)

---

Section 7: Additional Features (2 minutes - if time allows)

Only cover if you have extra time or they ask:

Feature 1: Version Control

"Every change is tracked - you can see who edited what and when. You can also roll back
to previous versions if needed."

Feature 2: Multi-User Editing

"Your team can all contribute - no per-user licensing. R2,500/month for unlimited users,
not R210/user like Confluence or R63/user like SharePoint."

Feature 3: Custom Domain

"You can use your own domain - docs.[ORGANIZATION].co.za or custom.domain.com. We handle
the setup."

Feature 4: White-Label

"We can add your logo, change colors to match your branding. It looks like your site,
not ours."

---

Wrap-Up Demo:

Script:

"OK, that's the core platform walkthrough! To recap what you've seen:
✅ [FEATURE 1 THEY LIKED - e.g., "Powerful search that saves time"]
✅ [FEATURE 2 THEY LIKED - e.g., "Professional UI that looks great"]
✅ [FEATURE 3 THEY LIKED - e.g., "SA data residency for POPIA compliance"]
✅ [FEATURE 4 - e.g., "Fixed pricing, not per-user"]

Before we talk pricing, any questions about the platform itself? Anything I didn't cover
that you want to see?"

[Pause for questions - address using Objection Handling Guide if needed]

---

💰 PART 3: PRICING DISCUSSION (3 Minutes)

[Share screen showing pricing tiers OR send in chat]

Introduce Pricing Tiers:

Script:

"Let me walk you through pricing. We have 4 tiers based on organization size and needs."

Tier 1: Starter - R2,500/month

"Starter tier at R2,500/month is perfect for:
- Small training providers (1-2 programs)
- Startups/small tech companies (10-30 employees)
- Internal documentation only (not public-facing)

Includes:
- Up to 500 pages
- 10 GB storage
- 5 custom users (editors)
- Email support

This is our most popular tier for startups and small organizations."

Tier 2: Professional - R7,500/month

"Professional at R7,500/month is for:
- Medium training providers (multiple SETA accreditations)
- Growing tech companies (30-100 employees)
- Organizations needing public-facing documentation

Includes:
- Up to 2,000 pages
- 50 GB storage
- 25 custom users
- Custom domain (docs.yourcompany.co.za)
- Phone + email support
- White-label branding (your logo, colors)

Most training providers and tech companies choose this tier."

Tier 3: Municipal - R15,000/month

"Municipal tier at R15,000/month is specifically for:
- Municipalities (public transparency portals)
- Large organizations (100+ employees)
- High-traffic public documentation

Includes:
- Unlimited pages
- 200 GB storage
- Unlimited users (critical for public-facing sites)
- Custom domain
- Full white-label
- Dedicated account manager
- 4-hour support SLA
- POPIA compliance documentation (for audits)

This is built for government and large enterprises."

Tier 4: Enterprise - Custom Pricing

"Enterprise is for very specific needs:
- Multi-site municipalities (district + local)
- Large corporations (500+ employees)
- Custom integrations (SSO, API access, etc.)
- Private hosting (dedicated server)

We'd quote based on your exact requirements."

---

Match Prospect to Tier:

Script:

"Based on what you've told me - [ORGANIZATION SIZE, USE CASE, NEEDS] - I'd recommend
[TIER NAME] at R[PRICE]/month.

Here's why: [2-3 REASONS THIS TIER FITS]

Does that sound about right for your needs, or do you think you'd need more/less?"

Examples:

Training Provider (SETA-accredited, 3 programs, 15 staff):

"I'd recommend Professional at R7,500/month.

Why:
1. You mentioned needing SETA compliance docs + course materials - that's probably 500-1,000
   pages, so Starter (500 max) would be tight.
2. You'll want white-label branding for professional appearance during audits.
3. Phone support is important when audit deadlines are tight.

Does R7,500/month work with your budget?"

Tech Company (25 employees, API documentation):

"I'd suggest starting with Starter at R2,500/month.

Why:
1. Your API docs are probably 100-200 pages to start - well within Starter limits.
2. You can upgrade to Professional (R7,500) later when you need custom domain or more pages.
3. Keeps initial costs low while you build out your documentation.

You can upgrade anytime - no lock-in. Make sense?"

Municipality (50,000 residents, public portal):

"You'd need Municipal at R15,000/month.

Why:
1. Public-facing means unlimited users - this is required (other tiers limit users).
2. You'll need full POPIA compliance documentation for Auditor-General audits - included.
3. Dedicated account manager helps with procurement, audit prep, etc.

I know R15,000 seems high, but compare to alternatives:
- SharePoint Online: R63/user × 200 staff = R12,600/month (and doesn't handle public portal)
- Custom development: R150k-R300k upfront + R15k-R30k/month maintenance
- Our solution: R15,000 fixed, includes everything, live in 4 weeks.

Does that fit your budget expectations?"

---

Handle Pricing Objections (If Raised):

Use Objection Handling Guide for common objections:

• “Too expensive” → Compare to alternatives (SharePoint per-user, custom development)
• “Need to check budget” → Offer to send proposal, schedule follow-up
• “Can we start smaller?” → Offer Starter tier + upgrade path

---

✅ PART 4: TRIAL CLOSE & NEXT STEPS (2 Minutes)

Trial Offer:

Script:

"Here's what I'd suggest as next steps:

We offer a 14-day free trial - full platform access, no credit card required. You can:
1. Upload sample content and test the features
2. Share with your team to get their feedback
3. See if it solves your [PAIN POINT] before committing

I can set up your trial account right now (takes 2 minutes), and you'll have access
within the hour. Sound good?"

---

If They Say Yes (Trial Signup):

Script:

"Awesome! Let me grab a few details:

1. What email should I use for your trial account? ([THEIR EMAIL])
2. Do you have a preferred subdomain? (e.g., [organization].docshub.co.za or we can use
   [organization]-trial.docshub.co.za for now)
3. Anyone else on your team who should have access during trial? (I'll send them invites)

**[Take notes]**

Perfect. I'll set this up and send you:
1. Login credentials (within 1 hour)
2. Quick start guide (how to upload your first content)
3. Calendar invite for Day 7 check-in (next [DAY])

During the trial, feel free to call/email/WhatsApp me anytime with questions. My number
is [YOUR PHONE].

**One last thing:** I have a 1-hour slot next [DAY] at [TIME] for an optional "kickoff call"
where I can help you upload your first 10-20 pages and show your team how to use the platform.
Totally optional, but 80% of trial users who do this end up converting. Want me to send
that invite?"

[If yes: Send calendar invite immediately]

---

If They Say “Need to Think About It”:

Script:

"Totally understand - this is a decision that affects your whole organization.

Can I ask: What specifically do you need to think about? Is it:
- Budget/pricing?
- Need to show other stakeholders?
- Technical questions I didn't answer?
- Something else?

**[Let them answer - address concern using Objection Handling Guide]**

No pressure at all. How about this: I'll send you:
1. Recording of today's demo (you can share with team)
2. Pricing breakdown (one-pager)
3. 2-3 case studies from [THEIR SEGMENT]

And let's schedule a follow-up call for next week - say [DAY/TIME]? By then you'll have
had time to review with your team, and I can answer any questions that come up.

Sound good?"

[Send calendar invite for follow-up]

---

If They Say “Not Interested” (Rare after demo):

Script:

"No worries at all - thanks for taking the time to see the demo.

Can I ask: What's the main reason it's not a fit? (Just so I can improve my demos for
future prospects)

**[Let them answer - listen for objection]**

**[If objection is addressable: Use Objection Handling Guide and offer to continue conversation]**

**[If genuinely not a fit:]**
"Totally get it. Can I check back in with you in 6 months to see if your situation has
changed? Or is there someone else at [ORGANIZATION] or another company you know who
might be a better fit?"

**[Get referral if possible]**

Either way, thanks again for your time today - really appreciate it!"

---

📊 POST-DEMO CHECKLIST

Immediately After Call (Within 30 Minutes):

• Send trial signup email (if they said yes) - use Template #6 from Email Templates
• Send follow-up email (if they need time) with recording/materials
• Add notes to CRM/spreadsheet (outcome, next steps, objections raised)
• Schedule Day 7 check-in (if trial)
• Schedule follow-up call (if “need to think”)
• Send calendar invites for any scheduled calls

Same Day:

• Send LinkedIn connection request (stay top of mind)
• Set reminder for Day 7 check-in (if trial)
• Set reminder for follow-up call (if scheduled)
• Update metrics spreadsheet (demo completed, outcome)

---

📈 DEMO SUCCESS METRICS

Conversion Targets:

Outcome	Target %	Good	Excellent
Demo → Trial Signup	50%+	60%+	70%+
Demo → “Need Time”	30-40%	25-35%	20%
Demo → “Not Interested”	10-20%	<10%	<5%

If Conversion Is Low (<40%):

Possible Issues:

1. Wrong prospects: Not qualified leads (no budget, no pain point, no authority)

   • Fix: Better pre-demo qualification (ask budget/authority questions in email)

2. Demo too technical/boring: Lost their attention

   • Fix: More discovery upfront, tailor to their specific pain points

3. Pricing shock: They weren’t expecting that cost

   • Fix: Mention pricing range in email before demo (filter out budget mismatches)

4. Didn’t address main objection: Left concerns unanswered

   • Fix: Better objection handling during demo (use Objection Handling Guide)

---

💡 ADVANCED DEMO TECHNIQUES

Technique 1: “Show, Don’t Tell”

• Instead of saying “It has great search”, type in search bar and show results
• Instead of saying “It’s mobile-friendly”, actually show on phone
• Instead of saying “It’s fast”, let them see the speed live

Result: 2x more believable than claims

---

Technique 2: Make Them Imagine Using It

• Use language: “When YOU set this up…” (not “if”)
• Show THEIR use case: “Your SETA compliance docs would go here…”
• Ask: “How would YOUR team use this?” (get them visualizing)

Result: Ownership mindset → Higher conversion

---

Technique 3: Address Objections Proactively

• Bring up common objections BEFORE they ask:
  • “You might be wondering about migration - we handle that…”
  • “Pricing-wise, this is fixed unlike SharePoint’s per-user model…”
  • “POPIA compliance is built-in, here’s how…”

Result: Builds trust, removes barriers

---

Technique 4: Tell Success Stories

• Mention specific customers (with permission): “Edge Training launched in 2 weeks, passed SETA audit…”
• Use numbers: “One customer saved 15 hours/week, R90k/year…”
• Match their segment: Training provider talking to training provider

Result: Social proof → Easier decision

---

🚀 GETTING STARTED

Your First Demo (Practice):

Action Steps:

1. Read this script 2-3 times (15 min)
2. Practice demo alone (20 min) - Talk out loud, share screen with yourself
3. Have colleague watch practice demo (20 min) - Get feedback
4. Do first real demo - Follow script closely
5. Refine based on experience - Update script with what worked/didn’t

Expected Result: First demo = 40-50% conversion, After 5 demos = 60%+ conversion

---

END OF DEMO SCRIPT

DocsHub Demo Script iSu Technologies (Pty) Ltd Last Updated: November 12, 2025 Next Update: After first 10 demos (refine based on what works)