+1 to killer demos, my favorite tactic as well(), but obviously only where appropriate - there's lots of things you can't 'demo' and instead use an appropriate

+1 to killer demos, my favorite tactic as well(), but obviously only where appropriate - there's lots of things you can't 'demo' and instead use an appropriate proxy, e.g. testimonials from famous people. Works best if the demo is actually aligned with product development and not a distraction for fundraising. -1 to whining about glossy decks: for consumer products where design is key, the decks have to reflect your aesthetic. re killer demos - after killer demos, I immediately get hammered by go-to-market questions, thus demanding a slide deck for visual thinkers... which in turn requires integration with the demo, so you end up with the usual formula: 1. audacious vision (~1-3 slides) ==> audience thinks, "no way, can't be done." 2. ...KILLER DEMO... ==> oh sht, they did it. My head just exploded. 3. team, go-to-market, competition, etc. (~5-7 slides) ==> these guys are serious and have thought it through. adam (*) $100+M, 6 deals, 20 years, two recessions.