How to Run Effective Startup Demos for PoC Decisions

Startup Demos

This is the moment where startups step into the spotlight. The goal of the startup demo is simple:

Let the stakeholder experience the solution and decide whether it’s a good fit for a PoC.

But a great demo doesn’t happen by accident. It’s the result of good prep, good structure, and a clear shared purpose.

How to Schedule Startup Demos

Ideal scenario:

Run all demos in a single morning or afternoon, back-to-back with short breaks in between.

👉 Why? It keeps the context fresh and makes it easier to compare solutions.

End the block with a decision-making meeting to select the startup for the PoC.

In reality: Due to availability, demos are sometimes spread over multiple days. That’s fine, just try to:

• Keep them as close together as possible
• Take notes in a structured way for easier comparison
• Set expectations about when the final decision will be made

What’s your role during the demo?

Even though the startup leads the show, you’re still running the room.

As the Innovation Manager, you know both sides, the startup and the stakeholder(s). That makes you the glue.

Here’s how to guide the session:

Startup Demo Agenda

1. Welcome & quick intros
   • You greet everyone.
   • Briefly introduce participants. Be fast but personal.
2. Explain today’s goal
   • “We’re here to see if this startup can solve our specific problem.”
   • “We’re not here for a general company intro, we’re looking for real, practical fit.”
   • Explain that you might step in to protect the purpose of this meeting.
3. Reintroduce the challenge (briefly)
   • In 1–2 sentences: “Here’s the problem we want to solve.”
4. Give the startup the stage
   • “We shortlisted your company because your solution looks like a strong match.”
   • “Now, we’d love to see how exactly you would address this challenge.”
5. Stay sharp and step in if neededDespite best efforts, some startups will still fall into the trap of:
   • Giving a generic pitch
   • Talking too much about their vision/team/funding/office view
   • Diving too deep into irrelevant product details

👉 Don’t hesitate to step in:

“Thanks for the background, we’ve already covered this in our previous call. Could we focus now on how you solve the specific problem we discussed?”

👉 Or:

“This is a bit too detailed could we bring it back to how this solves the stakeholder’s pain point?”

Stakeholder time is valuable. Protect it.

1. Wrap it up
   • Ask the stakeholder: “Do you feel this could solve your problem?”
   • Gather quick impressions
   • Let the startup know what happens next (e.g., decision meeting or feedback in 2 days)

Pro Tips

• Set the ground rules at the start.
• “I might step in during the demo to keep us on track, no offense intended. I just want to make sure we get all the info we need to make a clear decision.”
• Watch for engagement.
• If your stakeholder looks lost or distracted, something’s off. Step in.
• The demo should feel tailored.The startup should show:
  • The problem statement in their own words
  • A clear before/after story
  • Industry-relevant references
  • A realistic PoC proposal (with scope, pricing, and next steps)
  • Live product walkthrough — focused only on the part that solves the problem

Final Outcome

At the end of all demos, you should be able to say:

• “We have a clear understanding of which startup is the best fit.”
• “We’re ready to move into decision-making.”