DecisionVelocity
When demos fail, the decision was already broken.
Most SaaS teams blame demo performance, pricing, or sales execution when deals stall.
In reality, many demos fail because they never should have happened.
Buyers arrive without shared agreement on the problem, the category, or how options should be evaluated. By the time a demo occurs, the decision is already unstable.
DecisionVelocity is a diagnostic system for identifying when this is happening and why.
What “decision” means in this context
When I refer to a decision, I am not describing whether someone likes your product or feels positive after a demo.
I am referring to whether the conditions exist for a real organizational decision to move forward.
That includes shared agreement on the problem, clarity on what inaction costs, confidence in the solution category, and a clear understanding of what choice is expected next.
When those conditions are missing, activity still happens. Meetings still occur. Demos still get scheduled.
But the decision itself never stabilizes.
DecisionVelocity exists to determine whether that decision is viable and, if it is not, to explain why before more effort is spent executing against it.
What the diagnostic determines
DecisionVelocity clarifies:
• whether demos are viable at all
• where buyer understanding breaks down
• which beliefs are missing before action feels safe
• what must change before sales can be effective
Sometimes the correct answer is to stop demos entirely.
Sometimes the answer is to resolve decision friction before sales.
Sometimes the answer is to reinforce alignment with strategic narrative assets.
The goal is not activity.
The goal is decision viability.
Why this problem is hard to see
Most funnels look healthy on the surface.
Traffic arrives.
Content gets consumed.
Sales calls happen.
But uncertainty is invisible in analytics.
When buyers hesitate, they do not announce confusion.
They defer.
They delay.
They ask for follow-ups instead of committing.
Teams often respond by pushing harder downstream.
That only increases friction.
Pre-demo education (when required)
When buyer readiness is the constraint, education must happen before sales.
In those cases, I design a short, structured learning sequence that installs shared understanding prior to a demo.
This is not content marketing.
It is belief sequencing.
Each step resolves a specific point of uncertainty so buyers arrive prepared to evaluate, not explore.
Education is used only when the diagnostic proves it is necessary.
Why teams struggle to build this internally
Teams often assume this is a writing task.
It is not.
Three failure patterns repeat:
• Feature explanations replace belief mapping
• Time is spent discovering sequence logic, not building clarity
• Early learning windows are lost due to trial and error
A structured decision system requires narrative discipline, not volume.
Missing one belief weakens the entire chain.
What you receive
DecisionVelocity engagements include:
• A written decision viability assessment
• Clear guidance on whether demos should continue
• Identification of buyer belief gaps
• A recommended next step, or none at all
If implementation is required, it is scoped intentionally.
If it is not, the engagement ends cleanly.
Investment
DecisionVelocity diagnostic: $7,500.
This is not paid discovery.
It is a decision risk assessment.
If the diagnostic does not reveal meaningful decision friction, I will say so and stop there.
Who This Is for?
DecisionVelocity is designed for:
• B2B SaaS teams with long, complex sales cycles
• Multiple stakeholders and ambiguous buying criteria
• Founders who want fewer demos, not more
It is not for volume-driven funnels or short-cycle self-serve products.
Frequently Asked Questions
Is this right for complex or technical products?
Yes. DecisionVelocity is designed for complexity. The more ambiguous the problem, the more decision friction exists. Complex products benefit most from diagnosing where understanding breaks down before sales begins.
What if the diagnostic shows we should stop demos?
That is a successful outcome. DecisionVelocity exists to prevent wasted sales effort and false momentum. In some cases, the correct move is to pause demos until buyer understanding changes.
How much time does this require from us?
Minimal. A short intake, access to existing materials, and one alignment conversation. The value comes from interpretation, not extraction.
What happens if no decision friction is found?
Then the engagement ends. DecisionVelocity is not designed to force a solution. If demos are already viable, you will be told directly.
I’m ready when you are!