Episode 169 - Interactive Demos: The Secret Weapon for Personalized ABM Success

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In this episode of Scrappy ABM, host Mason Cosby chats with Catie Ivey, CRO of Walnut, about how interactive product demos can supercharge account-based marketing by delivering hyper-personalized, use-case-driven experiences that actually convert.

Guest Bio:

Catie Ivey is the Chief Revenue Officer at Walnut, a platform that helps companies build interactive product demos that resonate. A leader in revenue operations and GTM strategy, Catie champions a “product-led everything” mindset—bringing the product experience into every stage of the buyer’s journey to fuel engagement, conversion, and long-term adoption.

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01:31 What interactive demos are—and why they matter in ABM

03:37 Going beyond generic walkthroughs to build tailored demo flows

06:01 Case study: boosting PLG conversion with demo customization

08:26 How to personalize even when you don’t have access to a customer’s product

11:27 Why AI alone isn’t enough—industry-specific context is key

13:34 Avoiding common demo mistakes: keep it simple, keep it relevant

15:15 The 12-click rule for building demos that people actually finish

Transcript not available.