Quick Start Guide for Presenters

Overview

This guide is a practical playbook designed to help teams understand how to use the Presenter role effectively inside Walnut and turn product content into polished, customer-facing experiences that are easy to deliver, easy to share, and easy to measure.

Presenters are built for activation. They help teams create demo instances from approved templates, personalize those experiences for specific audiences, present them live, and extend their value through follow-up, campaigns, playlists, Deal Rooms, and offline workflows, without needing template editing access or workspace-level admin permissions.

In practice, this makes the Presenter role especially valuable for teams who need to move quickly, stay on message, and confidently deliver the right asset in the right moment across both pre-sales and post-sales workflows.

This guide outlines the core workflows presenters use to prepare, deliver, share, and measure powerful product experiences across the customer journey.

In This Guide:

• What the Presenter Role Is Designed to Do
• Core Presenter Workflows
• Choose the Right Way to Share
• Track Engagement with Insights
• Presenter Best Practices
• Tactical Guide for Pre-Sales Presenters
• Tactical Guide for Post-Sales Presenters
• Quick Summary

What the Presenter Role Is Designed to Do

The Presenter role is designed for team members who primarily share, present, personalize, and track engagement with Walnut demos without needing to edit templates or manage workspace settings.

Instead of building demos from scratch, presenters activate content that has already been created. They take approved templates and turn them into audience-ready experiences that can be used in live conversations, shared as follow-ups, included in campaigns, or explored asynchronously by customers and prospects.

This role is commonly used by Business Development Representatives, Demand Marketing teams, onboarding coordinators, Account Executives, Customer Success teams, and other customer-facing presenters who need to deliver polished demo experiences while maintaining a controlled creation workflow.

In practice, presenters shape the experience for the moment. That can mean using a demo for focused storytelling, a hybrid demo for both live delivery and leave-behind follow-up, a playlist for broader passive discovery, or offline assets when reliability matters in the field.

This model works especially well when organizations want to:

• Scale consistent demo delivery across more users
• Keep source templates controlled by Admins and Editors
• Empower go-to-market teams to personalize, share, and present quickly
• Give customer-facing teams visibility into viewer engagement and follow-up signals

The result is a cleaner operating model: builders create and maintain the source content, while presenters turn that content into flexible, audience-ready experiences that support live conversations, follow-up motions, campaigns, onboarding, and ongoing engagement across the customer journey.

Core Presenter Workflows

Presenters are most effective when they focus on a simple progression: prepare the right asset, deliver it in the right moment, and extend its value after the interaction.

In practice, that means choosing the asset type that best fits the workflow in front of you. Sometimes the goal is a guided live walkthrough. Sometimes it is a clean leave-behind. Sometimes it is broader passive discovery across multiple stakeholders.

The sections below break down how presenters typically use each asset type in real workflows.

• Create a Demo from a Template
• Personalize the Demo Before You Publish
• Present a Demo Live
• Use Hybrid Demos for Live + Leave-Behind Workflows
• Share a Direct Demo Link
• Use Playlists for Curated Passive Discovery
• Use Demos in Email Follow-Ups
• Use Demos or Playlists in Email Campaigns
• Add Demos and Playlists to Deal Rooms
• Use Embedded Demos for Self-Serve Exploration
• Use Offline Demos & Playlists for Reliability in the Field

Create a Demo from a Template

Presenters can create demo copies from approved templates to personalize an experience for a specific meeting, prospect, onboarding flow, or campaign.

This is one of the most important presenter habits. Instead of reusing a generic shared link, creating a fresh demo instance gives you a cleaner asset to present, share, and measure.

Use this workflow when you need:

• A dedicated asset for a specific prospect or customer
• Cleaner engagement tracking per meeting or audience
• A shareable demo instance based on an approved template

To create a demo:

1. Open the Walnut Library.
2. Select the template you want to use.
3. Click Create Demos.
4. Name your demo, configure settings, and save it.

Once created, that demo instance can be used live, shared afterward, added to a Deal Room, or included in a broader content journey.

Personalize the Demo Before You Publish

Once a presenter creates a demo from a template, the next step is often personalization.

This is where Presenters can make the experience feel more relevant to the person, account, or audience they are about to share it with, without needing to edit the underlying template itself.

Personalization is one of the easiest ways to make a demo feel more intentional. Instead of sending a generic experience, presenters can tailor the demo to reflect a prospect name, company name, team, region, date, or other contextual details that make the experience feel more specific and more actionable.

Use this workflow when you need:

• A more tailored demo experience for a specific prospect or customer
• A cleaner publishing workflow without editing the template itself
• A scalable way to personalize demos across multiple audiences

Personalization can happen manually at publish time or dynamically through URL-based workflows, depending on how your team is set up.

Go deeper with these resources:

• Variables
  Learn how to use variables to personalize demos at publish time without changing the source template.
• Smart Personalization
  Explore more dynamic personalization workflows for scaling tailored demo experiences across audiences and campaigns.
• Track Demos with URL Parameters
  Use URL parameters to pass tracking values, support attribution, and connect demo engagement to campaign or audience context.

Present a Demo Live

Presenters can guide viewers through a product workflow during live calls, training sessions, webinars, field meetings, and customer conversations.

This workflow is strongest when you want to control the narrative in real time, keep the conversation focused, and walk someone through a clear product story.

Use this workflow when you need:

• A guided live walkthrough
• A more consistent alternative to static slides
• A repeatable way to present the same story across audiences

Common live use cases include:

• Sales discovery calls
• Prospect product walkthroughs
• Customer onboarding sessions
• Webinars and product presentations
• Field conversations and in-person meetings

Demos can be launched directly inside the Walnut platform or from the Walnut Chrome Extension during a meeting.

Learn more: Play Demos & Playlists from the Chrome Extension

Use Hybrid Demos for Live + Leave-Behind Workflows

Hybrid demos are one of the most flexible presenter assets in Walnut. They work especially well when you want one asset to support both a live conversation and a post-meeting leave-behind.

In live settings, a hybrid demo helps presenters guide the narrative with structure. After the meeting, that same asset can continue working asynchronously as something stakeholders can revisit, share internally, or review later.

Use this workflow when you need:

• A single asset for both live presentation and follow-up
• A structured story that still feels flexible after the meeting
• A stronger bridge between synchronous and asynchronous engagement

This is often the best fit when you want the asset to keep working after the call ends, without needing to build a separate follow-up experience.

Example of a Hybrid Demo Experience

Open demo in a new tab

Share a Direct Demo Link

Direct demo links are the fastest and most tactical way to warm up or extend a conversation.

This workflow works best when you want to send a single focused experience right after a meeting or quickly share one story with one audience.

Use this workflow when you need:

• A fast post-meeting follow-up
• A simple asset to send over email, Slack, or LinkedIn
• A single workflow-focused experience rather than a content hub

Many presenters use direct demo links as a recap asset after a call, especially when they want to reinforce one specific value story or workflow.

Use Playlists for Curated Passive Discovery

Playlists allow presenters to package multiple assets into one structured, shareable experience.

Unlike a single demo, which is typically designed to guide one story, a playlist creates a broader destination for exploration. It gives viewers room to browse, compare, and engage with the content most relevant to them.

Use this workflow when you need:

• A curated multi-asset experience
• A passive discovery flow for stakeholders
• A resource hub for follow-up, onboarding, or education

A playlist can include demos, videos, PDFs, documentation, and supporting resources. This makes playlists especially effective for broader exploration across buying groups, onboarding cohorts, or self-serve learning audiences.

Use Demos in Email Follow-Ups

One of the highest-impact presenter workflows is sending a demo or hybrid demo immediately after a live conversation.

This turns the recap into something interactive instead of purely written. It also gives additional stakeholders a way to engage, even if they were not on the call.

Use this workflow when you need:

• A stronger post-call follow-up
• A clean way to reinforce what was discussed
• A stakeholder-friendly asset that can be shared internally

This workflow is especially powerful when paired with Insights, since it gives presenters visibility into what happened after the email was sent.

Use Demos or Playlists in Email Campaigns

Marketing and demand generation teams often use demos or playlists inside outbound, nurture, launch, or event follow-up campaigns.

This workflow is most effective when you want to create a more hands-on experience than static content alone can provide.

Use this workflow when you need:

• An interactive outbound prospecting asset
• A stronger product launch or webinar follow-up experience
• A campaign asset that encourages deeper product exploration

In general, use a demo when the message centers around one story or workflow. Use a playlist when the campaign should open the door to broader passive discovery.

Learn more: Email Parameters Quick Reference

Add Demos and Playlists to Deal Rooms

Deal Rooms create a centralized space where prospects can revisit all of the resources related to a specific opportunity.

For presenters, this workflow is especially valuable when multiple stakeholders need to access the same materials over time.

Use this workflow when you need:

• A shared hub for opportunity-related content
• A cleaner way to organize demos, playlists, docs, and videos together
• A more scalable experience for multi-stakeholder evaluation

Presenters often add demos, playlists, documentation, videos, and implementation resources to Deal Rooms so the buyer journey continues in one place.

Use Embedded Demos for Self-Serve Exploration

Embedded demos can be placed inside web pages, landing pages, resource libraries, and Help Center articles so viewers can explore without leaving the page.

While embedding is often managed by other roles, presenters still benefit from understanding this workflow because embedded demos can support awareness, education, and self-serve discovery before or after direct conversations.

Use this workflow when you need:

• A self-serve product experience on a webpage
• A stronger educational layer inside resource content
• A way to support discovery without requiring a live meeting

Common embed locations include marketing pages, Help Center articles, training portals, and resource libraries.

Learn more:

• How to Embed a Walnut Demo or Playlist
• Win With Embedded Demos: Drive Engagement, Accessibility, and Discoverability
• Embedded Demos Resource Pack

Use Offline Demos & Playlists for Reliability in the Field

Offline demos and playlists help presenters deliver smooth experiences when internet connectivity may be limited or unpredictable.

This workflow is especially valuable for field teams, trade shows, conference booths, executive presentations, and travel-heavy use cases where reliability matters.

Use this workflow when you need:

• A presentation-ready asset that does not depend on live connectivity
• More confidence in event or field settings
• A backup plan for high-stakes meetings

Demos can be downloaded in advance and opened locally for smoother delivery in on-site environments.

Choose the Right Way to Share

Once a presenter has the right asset prepared, the next step is choosing the right sharing motion for the audience and moment.

This section is designed to help you quickly decide which Walnut asset type fits best. For step-by-step workflow guidance, use the linked sections in Core Presenter Workflows.

Think of it this way: the asset stays the same, but the delivery motion changes depending on whether you are presenting live, following up after a meeting, supporting stakeholder exploration, or preparing for a field or event setting.

Track & Nurture Engagement with Insights

Once a demo or playlist has been shared, the next step in the Presenter workflow is understanding how viewers actually interacted with the experience.

Walnut Insights provide a feedback loop that helps presenters see what happened after a demo was delivered or shared. Instead of guessing whether someone explored the experience, you can see how viewers moved through it, which workflows resonated most, and where engagement concentrated.

For presenters, this turns demos and playlists into more than presentation assets. They become measurable engagement touchpoints that help prioritize follow-up, guide discovery conversations, and continuously refine your product story.

Learn more:

• Track Demo Engagement and Performance with Built-In Walnut Insights
• Walnut Impact & ROI Playbook: Turning Demo Engagement into Measurable Business Outcomes
• Walnut Full-Funnel Analysis Quick Start Guide

What Insights Help You Understand

Insights provide visibility into how viewers interact with demos and playlists after they are shared.

• Who viewed the experience
  Identify known viewers or domains interacting with the demo.
• How long viewers spent exploring
  Longer engagement often signals deeper interest or active evaluation.
• Which screens or assets received the most attention
  Helps highlight the product workflows that resonated most.
• Where viewers dropped off
  Useful for identifying friction points or areas where the narrative can be refined.
• Which demos inside a playlist were opened
  Reveals what topics or product workflows stakeholders prioritized.

How Presenters Use Insights in Practice

The most effective presenters review Insights before their next conversation. These engagement signals can help shape follow-ups and guide the next step in the engagement.

• Prioritize engaged accounts
  If someone spent several minutes exploring a demo or revisited the experience, it may indicate active evaluation.
• Tailor your next conversation
  If viewers spent time on a specific workflow or feature, you can focus the next conversation there.
• Identify internal stakeholders
  Additional viewers may indicate the demo is circulating across a buying team.
• Improve your demo narrative
  Consistent drop-off points can reveal where your story may need to be simplified or reorganized.

Use Engagement Signals to Automate Discovery

Engagement insights can also function as a form of automated discovery. When viewers explore demos or playlists on their own, they leave behind behavioral signals that help presenters understand what matters most to them before the next conversation even begins.

Instead of starting discovery from scratch, presenters can walk into the next discussion already informed by what the viewer chose to explore.

What Engagement Signals Can Reveal

• Feature interest
  High-engagement screens often highlight the workflows prospects care about most.
• Stakeholder priorities
  Exploration across multiple playlist assets may indicate what different stakeholders are evaluating.
• Evaluation depth
  Repeat visits and longer viewing times often signal active product evaluation.
• Story friction
  Consistent drop-off points may indicate areas where the narrative should be simplified or reorganized.

How Presenters Apply This

• Focus the next conversation
  Start where the viewer already spent time exploring.
• Ask more informed discovery questions
  Engagement patterns help frame more relevant follow-up questions.
• Prepare deeper context
  If viewers revisited a specific feature, you can prepare a deeper walkthrough or example.
• Identify internal champions
  Repeated views or internal sharing may indicate that the demo is circulating across the buying team.

Over time, this feedback loop helps presenters refine their demo narratives, improve discovery conversations, and align product storytelling with what audiences are actually exploring.

Insights Become Even More Powerful with Playlists

When demos are shared through a playlist, Insights provide visibility across the entire experience, not just a single asset.

Presenters can see which assets viewers opened, how long they explored each section, and where engagement concentrated across the playlist.

This is especially useful for multi-stakeholder discovery, where different viewers may explore different product workflows or resources.

Learn more:

• Playlists & Advanced Playlists
• Playlist Insights

Use Engagement Signals to Understand Impact

At a broader level, engagement insights can help teams understand how interactive demos influence pipeline progression, customer education, and deal momentum.

When demos are shared consistently across meetings, campaigns, and playlists, engagement data can reveal patterns such as:

• Which product stories drive the most engagement
• Which workflows prospects revisit most frequently
• How interactive experiences support deal progression

For a deeper look at measuring demo impact, see:

• Walnut Impact & ROI Playbook: Turning Demo Engagement into Measurable Business Outcomes
  Explore how engagement metrics and viewing patterns connect interactive demos to pipeline and customer outcomes.

Presenter Best Practices

The most effective presenters do more than send demo links. They use Walnut intentionally across the full arc of a conversation, from preparing the right experience, to delivering it live, to extending its value through follow-up and engagement insights.

The practices below can help presenters create more consistent experiences, stronger follow-ups, and better-informed conversations over time.

• Create a new demo instance for important meetings
  Instead of reusing a generic demo link, create a fresh instance from the template. This allows you to track engagement separately for each prospect, customer, or workflow.

  If the demo will be shared more broadly, consider adding a lead capture gate so viewers identify themselves before entering the experience. You can also use URL parameters to pass campaign, account, or audience identifiers when sharing links through email campaigns, marketing automation, or CRM workflows.

  These approaches help attribute each session to the right viewer, campaign, or opportunity while keeping engagement insights clean and actionable.

• Use demos for both live storytelling and follow-up
  Present the demo during the conversation, then share the same experience afterward so stakeholders can revisit the product story and explore it on their own.
• Choose hybrid demos when one asset needs to do both jobs
  Hybrid demos are especially useful when you want the same asset to support a guided live walkthrough and function as a clean leave-behind after the meeting.
• Use playlists to support broader discovery
  When audiences need to explore multiple workflows, resources, or product stories, playlists provide a curated experience that reduces link sprawl and makes passive discovery easier.
• Use gates, lead forms, and URL parameters to maximize attribution
  When sharing demos publicly or through campaigns, consider using lead capture gates or form integrations to identify viewers before they explore the experience. URL parameters can also be used to pass tracking values such as campaign, account, or audience identifiers. 
  
  Together, these signals help teams connect demo engagement to specific outreach, campaigns, or opportunities, making it easier to understand where engagement is coming from and which initiatives are driving the most interaction.
• Review Insights before your next conversation
  Viewer engagement signals can highlight which workflows, features, or assets resonated most, helping you tailor your next conversation and ask more informed discovery questions.

Tactical Guide for Pre-Sales Presenters

Pre-sales presenters typically use Walnut demos and playlists to introduce product workflows, guide discovery conversations, reinforce value after meetings, and make it easier for buying groups to revisit what they saw.

For teams such as BDRs, Account Executives, and Solution Engineers, Walnut helps transform product explanations into interactive experiences that prospects can explore before, during, and after conversations.

Common Pre-Sales Workflows

• Discovery & Intro Calls
  Use a short demo to visually guide prospects through key workflows while asking questions about their current processes.
• Live Product Walkthroughs
  Guide prospects through a structured product narrative during a call using interactive demo steps.
• Hybrid demo leave-behinds
  Use hybrid demos when you want the same asset to support the live meeting and continue working afterward as a stakeholder-ready follow-up.
• Playlist-based solution stories
  Share a playlist that includes multiple demos, videos, and supporting resources for a broader passive discovery experience across the buying team.

Pre-Sales Power Plays

• Personalized demo follow-ups
  Create a new demo instance for each prospect so engagement can be tracked separately.
• Outbound prospecting demos
  Include a short demo in outbound email or LinkedIn campaigns to give prospects a hands-on product preview.
• Deal Room experiences
  Add demos and playlists to Deal Rooms so stakeholders can revisit product workflows throughout the sales process.
• Event and conference demos
  Use offline demos or playlists at trade shows or field events to ensure smooth presentations even without reliable internet access.

Tactical Guide for Post-Sales Presenters

Post-sales presenters typically use Walnut demos and playlists to support customer onboarding, product education, training, and ongoing adoption.

For teams such as Customer Success Managers, onboarding specialists, and training teams, Walnut helps transform documentation and enablement into interactive learning experiences that are easier to revisit and easier to scale.

Common Post-Sales Workflows

• Customer onboarding walkthroughs
  Guide new customers through initial product workflows during onboarding sessions.
• Training & enablement
  Share demos or playlists with new users so they can learn the product through guided exploration.
• Feature education
  Send short demos highlighting specific features when customers ask questions or need help completing a workflow.
• Customer resource hubs
  Package demos, videos, and documentation into playlists that customers can use as a self-serve learning experience.

Post-Sales Power Plays

• Interactive onboarding journeys
  Use playlists to guide customers through a structured onboarding experience across multiple product workflows.
• Hybrid demos for training + reinforcement
  Use hybrid demos when you want to guide a live onboarding moment and leave behind the same asset for later review.
• Customer enablement libraries
  Create playlists that function as training hubs for new users or teams.
• Support follow-ups
  Share a quick demo to visually answer a customer question instead of sending long written instructions.

Quick Summary

The Presenter role empowers teams to deliver interactive demo experiences at scale without needing template editing permissions.

It is best suited for teams that need to activate approved content across live meetings, follow-up workflows, campaigns, and customer education moments, while still keeping template governance centralized with Admins and Editors.

In practice, Presenter gives customer-facing teams the flexibility to take existing content and turn it into audience-ready experiences that can be personalized, shared, measured, and reused across the customer journey.