D2L

Highlights & Results

• How D2L uses demos across the customer journey - from top of funnel on the website to middle funnel use-case-specific demos, to bottom funnel to address specific needs.
• How they switched from another interactive demo vendor to Navattic for more robust native integrations and white glove customer success.
• How they plan to use Navattic demo data to tie website activity to influenced pipeline and deals.

What is D2L?

D2L is the creator of Brightspace, a learning management system that enables educational institutions to create, deliver, and track online learning experiences. D2L is a mission-driven company dedicated to transforming the way the world learns.

We believe that everyone deserves access to high-quality education and training, regardless of age, ability, or location.

What was the initial problem you were facing?

We wanted to enhance our website, mostly to showcase more interactive demos and to allow customers and prospects to become familiar with our product before booking a demo.

Why did you decide to switch from your previous interactive demo vendor?

We initially went with Storylane, but as we went through the integration and setup process, we realized we needed something more robust.

We needed native CRM integrations to help us with any potential opportunities tracking that we come across from any of our interactive demos that we’re being leveraged in any of our marketing campaigns.

Why did you choose Navattic as a replacement?

Navattic's wide variety of native integrations and customer support made it the clear choice.

We wanted to know how interactive demos play a part in marketing, sales, or product campaigns we were running.

For example, we wanted to see the full journey of how a prospect came to the website, clicked on the demo, finished it, and booked a call from that demo.

We also wanted to see if these demos reduce the burden on our sales engineering team or sales team from prospects who just want a basic, quick, high-level demo.

Navattic’s integrations give us that data.

And when we come with any questions or issues, we’ve already seen that their customer success team will actually jump on a call with us, triage with their engineering team, and then give an update in a reasonable time.

What are some ways you have implemented demos?

We are implementing demos across the entire customer journey, from top of funnel to bottom.

For top of the funnel, where people just want to see the UI and click around.

For middle funnel, we're creating use-case-specific interactive demos for scenarios like faculty creating courses, and bottom funnel demos to address specific needs.

What are some ways you are planning to use Navattic?

We would like to set up self-guided demos at events, so customers and prospects can walk up to our demo booth experiences and click through them, or also have guided ones where we can talk through them.

We're also looking at integrating demos into our trial experiences.

What is some feedback you’ve heard since implementing Navattic?

The team loves the data, the tracking, how easy it is to use, and the different forms of integrations.

Overall, we have seen significant engagement.

Integration both from a web perspective, but also tools, like GA4, Salesforce, and Slack.

Any words of wisdom would you share with someone considering Navattic? 

• Clearly define your "why" before implementing interactive demos
• Tailor your approach based on your business model (PLG vs. sales-led)
• Start with a small use case and build up gradually
• Don’t just build a demo and forget to track them; track demos quarter over quarter to see how well they're performing.