Signals #01: The Demo Theater Is Fading

Early signals show GTM stagecraft collapsing under AI execution

In partnership with

Hey Revenue Operators,

The demo theater is officially fading.

While some teams are still polishing slide transitions, operators are already shipping post-demo microsites that move deals forward automatically. The September data shows we’ve crossed a threshold: manual follow-ups are no longer just inefficient—they’re a competitive disadvantage.

Here are this week’s signals that matter.

Signal 1: The Agentforce Implementation Gap

September 12, 2005

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Salesforce has surpassed 1,000 paid Agentforce deals (reported Dec 2024) . Interest is huge, but scaling is harder. UiPath’s 2025 survey shows 93% of US IT execs are highly interested in agentic AI and 37% already use it. Independent research still points to trust and integration barriers slowing rollout.

In specific deployments, Salesforce cites −15% case handle time at Engine and +22% subscriber retention at Grupo Globo.

What this means: Buying AI ≠ becoming AI-native. Teams that treat agents like upgraded automation stay stuck in Theater.

Operator Move: Replace a manual process with an agentic workflow this week. Don’t pilot tools - re-design workflows.

Signal 2: Post-Demo Microsite Go Mainstream

September 10, 2025

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G2 now lists Demo Automation as an official category  . Highspot’s 2025 report shows 48% of companies are investing in Digital Sales Rooms.

Coupa’s public case with Consensus highlights 29% faster buying cycles and strong demo engagement (~31% view rates) - proof that interactive, trackable follow-ups work.

What this means: Your demo isn’t the product anymore - your post-demo workflow is.

Operator Move: Audit your last 10 follow-ups. Replace PDFs with personalized microsites that capture stakeholder behavior.

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Signal 3: Agentic SDR Evolution

September 14, 2025

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Cold-call connect rates are still typically 10–20% in traditional SDR motions. Agentic teams are shifting repetitive steps—meeting scheduling, objection templates, CRM logging—into workflows that run 24/7, leaving humans for judgment and strategy.

What this means: The race isn’t “Should we use AI?” It’s “How fast can we strip out busywork?”

Operator Move: Map your SDR process. Start by automating scheduling and standard objections.

Operator Insight: From Demo to Done

The pattern is clear: operators are automating the workflows that turn demos into closed deals. Theater teams are still sending generic follow-up emails.

Reality Check 2025: If your post-demo process still requires humans for routine tasks, you’re competing in the wrong category. Salesforce and Capgemini both note the winning model is human + agentic workflows, not humans alone.

Every day you delay gives competitors more data to train on and compound.

The future of sales isn’t human vs. machine.

It’s humans who operate with machines, against those who don’t.

Your Next Move

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Pick one post-demo workflow and make it agentic this week. Start with follow-up microsites that personalize based on demo data. Track engagement and conversion lift, then roll out the next workflow.

The teams that win in 2026 won’t be the ones with the slickest AI slides, they’ll be the ones with the most workflows in production.

Operator vs. Theater starts with your next demo follow-up.

Keep operating,

Olivier

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