[lifeisstillgood]

I may be being dumb here, but why not make a simple demo site the first qualification hurdle? I mean the only thing SaaS users care about is the saas system - give them a hand on version - I mean people are going to lie anyway about the qualification questions (do you have the budget? I mean who says no?)

Just slip the qualification questions into the "wizard" - he w many user accounts shall we create?

[statictype]

B2B saas products are often complex and not intuitive enough for end users to navigate through on their own without some onboarding help.

Part of this is because of the nature of the products or business or industry and part of it is just not investing in good UX.

Also, some of these products (especially platforms which is what all products aspire to be) have many different features and types of use cases they can be used for so you often have to tailor a demo to something the customer cares about.

Also, there’s a weird fear in a lot of orgs about showing the actual software to anyone. Part of it is about competitors seeing what you have but also, just that the UIs are crap and no one wants to show it until they can talk about the business value someone will get from it.

[grvdrm]

My experience is this is a double-edged sword. They want the site and the access but then they don't step through your product in a managed way. So, they might come away with a negative impression that could've been avoided with a guided process instead. I don't think you're wrong overall on hands-on, but there's nuance to the way you make that work.