Questions

Select all that apply. Identify the effective queries a solutions architect would ask about a prospect’s data during the reverse demo.

 

• “What data do you need that they don’t currently have?”
• “Why does your company collect this data?”
• “How many people on your team use this data to do their job?”
• “What data will be coming into HubSpot, and can you describe its intended use?”

 

Scenario: During the reverse demo, the prospect shares additional systems not covered in the initial systems map. What should the solutions architect do?

 

• Stick to the pre-prepared questions only
• Update the systems map during the demo
• Update the systems map before sending the follow-up email
• Schedule additional time for a second reverse demo

 

Select all that apply. Which of the following are preparation steps taken by a solutions architect for a successful reverse demo?

 

• Confirm that the prospect has reviewed the systems map and gather their questions
• Identify the top three connections between systems
• Display a LucidChart of the drafted systems map
• Schedule a two-hour reverse demo
• Coordinate with the sales rep to align their questions and agenda

 

Fill in the blank: HubSpot’s solutions architects use ________ to create visuals and diagrams of a prospect’s systems while collaborating with their deal team in real time.

 

• the HubSpot customer platform
• LucidChart
• a summary slide
• SaaS applications

 

Select all that apply. What preparation steps do the solutions architect and sales rep complete before the intro demo?

 

• Assess the prospect’s pain points
• Structure the demo
• Research the prospect’s evaluation team
• Request a visualization of the prospect’s tech stack

 

Who is responsible for facilitating the intro demo?

 

• Solutions architect
• Sales rep
• Success manager
• Deal team