What the AI pulls
- Their tech stack from the discovery call
- Their KPIs from public materials + call notes
- Their competitor mentions from the transcript
What changes in the demo
Screen order, sample data, feature emphasis, and the questions the AE opens with. The demo lasts the same 30 minutes but hits three specific problems, not seven generic ones.
Where to draw the line
Don't fake integrations that don't exist. Use realistic-looking data; never impersonate their actual production.