How HarfangLab decreased pre-sales dependency thanks to interactive demos

About HarfangLab

HarfangLab develops EDR (Endpoint Detection and Response) solutions that protect customers from cyber attacks on computers and servers. The company was founded in 2018 by four partners with extensive experience across military, government, and private sectors in Paris with the mission to deliver robust cybersecurity services that don't impede business operations.
HarfangLab has quickly emerged as a leading force in cybersecurity, helping organizations detect and respond to cyber threats. Today, it has grown to more than 100 employees, and their clients span across France and Europe, including CAC 40 corporations, government agencies, hospitals, and local councils.

HarfangLab’s presales team, where Léna is working as a Channel Solution Engineer, aligns the company's technology with the practical needs of the sales team and customer requirements. Their main responsibilities include:

They simplify complex cybersecurity concepts while empowering sales teams to work more independently and confidently.

Challenge

Their EDR solution was designed primarily for cybersecurity professionals and technical audiences. The sophistication that made their product powerful also made it challenging to showcase effectively during sales presentations. Internal sales representatives and external partners lacked the deep technical expertise required to navigate the platform confidently during conversations with prospects.

The technical demo environment remained exclusively accessible to pre-sales engineers, which crippled the sales cycle's momentum. This way, sales teams couldn't provide immediate demonstrations for specific use cases or follow up on prospect inquiries without scheduling scarce technical resources.

This limitation particularly hampered the pre-sales cycle when prospects needed to understand the platform's capabilities before committing to a proof of concept. Without guided access to a personalized product experience, potential customers, especially those without technical backgrounds, struggled to grasp HarfangLab's value proposition.

Additionally, Harfanglab’s partners heavily relied on the presales team. Since partners managed many customer trials but lacked technical expertise, they constantly needed assistance from presales engineers, which pulled these specialists away from critical tasks and caused delays throughout the entire process.

Recognizing this challenge, HarfangLab's presales team began searching for a better way forward. They needed a solution that would maintain the technical depth their customers expected while making demos much easier for their sales team to deliver.

Their mission became clear: empower sales teams to focus on relationship-building and value communication instead of wrestling with complex technical features, all while maintaining the demonstrations' technical integrity.

Solution

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The presales team recognized their need for interactive demo software that would practically showcase their cybersecurity platform across various use cases and customer segments. They sought a solution that would highlight their sophisticated security features while remaining intuitive enough for non-technical sales representatives to navigate with complete confidence.

Empowering sales teams with interactive demos

"Our teams are more autonomous since we implemented interactive demos for our sales team which was heavily dependent on pre-sales support." - Léna Jakubowicz, Channel Solution Engineer

Building on this foundation, the presales team developed interactive experiences organized around key product capabilities, user personas, and business outcomes. By creating distinct presentation paths for technical specialists and business stakeholders, they ensured everyone could quickly grasp their platform's value, regardless of their cybersecurity expertise.

Enabling the sales team to get the right technical arguments with presenter notes

The implementation of interactive demonstrations enriched with presenter notes transformed HarfangLab's go-to-market strategy. By shifting from a technical-dependent model to a sales-empowered framework, they became fully equipped to scale their expansion. The newfound confidence among sales representatives fostered more authentic, value-focused conversations that resonated deeply with security-conscious prospects.

Strategically populating interactive demos throughout customer journey

This cohesive multi-channel strategy ensured HarfangLab delivered a consistent, powerful product narrative at every touchpoint in the customer journey.

Benefits

Fostering sales independence

"We freed up our pre-sales team for more strategic tasks and scaled our sales efforts by leveraging interactive demos. Before, we faced a bottleneck where only pre-sales engineers could effectively demonstrate our platform." - Léna Jakubowicz, Channel Solution Engineer

"With Guideflow, our partners' field sales can now showcase our console without direct access, thanks to a 10 to 15-step demo we created for them." - Léna Jakubowicz, Channel Solution Engineer

Accelerated sales cycle and improved efficiency

Why Guideflow?

They can now create story-driven interactive demos that walk prospects through complex features effortlessly. Sales reps can access clear presenter notes that deliver the right technical and commercial messages at key moments during demonstrations. HarfangLab's presales team quickly build and update demos themselves without draining engineering resources or implementing complex technical solutions. This flexibility lets them respond immediately to market feedback and continually improve their sales enablement approach.

Guideflow did more than solve immediate problems, it helped change how HarfangLab demonstrates products and educates customers, creating a strong foundation that drives their growth in the competitive cybersecurity market.