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

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.

Best Moments:

(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

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.