Let’s get real: if you’re running B2B sales demos, the stakes are high. Your team needs to show off your product in the best light, every single time—no tech hiccups, no “it worked on my machine” moments. That’s where cloud-based demo platforms come in. But picking the right one? Not so simple. There’s a lot of hype, a lot of features you’ll never use, and some serious price tags.
This guide is for sales leaders, SEs, and anyone who actually has to run these demos, not just talk about them in meetings. We’ll walk through how to size up these platforms—what matters, what’s fluff, and where Cloudshare actually fits in compared to the top alternatives.
Step 1: Get Clear on What Your Team Actually Needs
Before you even start comparing products, nail down what matters for your team. Don’t get distracted by slick marketing videos or “AI-powered” nonsense if your reps just need to spin up sandbox environments fast.
Questions to ask yourself: - How complex are your demos? (Simple click-throughs or full-blown virtual labs?) - How often do you run demos—daily, weekly, only for big deals? - Who’s running them: seasoned SEs, or quota-carrying reps who need it idiot-proof? - Do you need analytics on usage and engagement, or is that overkill? - What integrations are must-haves (CRM, webinar tools, SSO, etc.)? - Is security a major concern for your buyers (compliance, data residency)?
Pro Tip: Write this stuff down. It’ll keep you grounded when the sales pitches start.
Step 2: Shortlist the Real Contenders
There are a million SaaS “demo” tools, but most fall into one of three camps:
- Full-featured cloud demo environments: (e.g. Cloudshare, Demostack, TestBox)
- Lightweight product tour/guide tools: (e.g. Walnut, Navattic)
- Old-school, self-hosted VMs or screen share frankensteins: (Just... don’t.)
If you need real, interactive product experiences—not just guided walkthroughs—focus on category 1. Here’s how the main players stack up:
- Cloudshare: Known for flexibility and handling complex software demos, especially those needing multi-VM or networking setups.
- Demostack: Focuses on replicating your web app’s frontend in the cloud, good for SaaS but struggles with deep back-end demos.
- TestBox: Lets prospects “test drive” in a sandbox, but more tailored for customer evaluation than live demos.
- Walnut/Navattic: Slick for click-through demos and product tours, but not full environments.
What to ignore: If you see a vendor touting “AI” but can’t explain how it helps your demo, move on.
Step 3: Dig Into the Features—And Ignore the Noise
Here’s what’s actually worth your attention.
1. Environment Flexibility
- Can you demo your stack, warts and all? (Multiple VMs, containers, custom networking, etc.)
- Or are you stuck with a “demo-ized” clone that doesn’t cover real-world use cases?
Honest take: Cloudshare is strong here—if you need to replicate gnarly on-prem setups, it’ll do it. Demostack and others tend to gloss over anything that’s not a standard web app.
2. Ease of Setup and Use
- How fast can a sales rep (not just IT) spin up a new demo?
- Is there a steep learning curve, or can someone be up and running in an afternoon?
What works: Platforms that let you save “golden images” or templates. Cloudshare and Walnut both do well here, but for complex environments, Cloudshare’s templating is more robust.
3. User Experience for Prospects
- Is the demo smooth for buyers, or do they need to install weird plugins or wrestle with firewalls?
- Does it work on any device/browser, or are there gotchas?
Ignore: Claims about “immersive” or “engaging” unless you can try it yourself. Ask for a sandbox account before you buy.
4. Collaboration and Analytics
- Can multiple SEs co-present? Is there handoff support?
- What’s tracked? (Time spent, features used, drop-off points, etc.)
Reality check: Analytics are nice, but if your team isn’t going to act on them, don’t pay extra for dashboards you’ll never look at.
5. Integrations
- Does it plug into your CRM, calendar, or webinar platform?
- Can it automate user provisioning via SSO?
Pro Tip: Check their API docs—if they won’t give you access up front, that’s a red flag.
6. Security and Compliance
- SOC2, GDPR, SSO, RBAC—does the platform tick your buyers’ boxes?
- Where is data stored? (This matters for some regulated industries.)
Don’t get distracted: Every vendor claims “enterprise-grade security.” Ask for real documentation.
Step 4: Compare Pricing—But Don’t Get Fooled
Pricing for these platforms is all over the map. Most won’t list prices online, and “custom quotes” are the norm. Here’s how to cut through the fog:
- Per-user vs. usage-based: Some charge by seat, others by hours of environment use. Figure out which fits your usage pattern.
- Hidden costs: Watch for extra charges for storage, bandwidth, or support.
- Annual lock-in: Most platforms push for annual contracts. Push back if you’re piloting.
Direct take: Cloudshare is transparent about add-ons, but you’ll still want to clarify what’s included. Demostack and TestBox tend to price higher for “white-glove” onboarding.
Pro Tip: Get a month-to-month pilot if you can. Don’t get roped into a year before you’ve even run a live demo.
Step 5: Test Drive—Don’t Trust the Demos Alone
Never buy off a vendor-run demo. What you see is their perfectly staged environment, not yours.
How to run a real test: - Ask for a sandbox to set up your most gnarly demo flow. - Have a rep or SE with average tech skills try it, cold. - Invite a couple of prospects or friendly customers to run through it and give honest feedback.
Watch for: - Setup surprises (“Wait, why is our VPN blocking this?”) - Performance hiccups (lag, browser crashes, long boot times) - Support responsiveness (How fast do they answer weird edge-case questions?)
Ignore: Promises about “future features.” Buy what’s real, not what’s “on the roadmap.”
Step 6: Get Buy-in from Those Who’ll Actually Use It
Don’t pick a platform in a vacuum—get input from the people who’ll live in it every week.
Who to loop in: - SEs and reps who’ll run the demos - IT or security (for compliance sign-off) - Marketing (if they want to use it for events or webinars)
Reality check: If the tool’s too fiddly, your team will find workarounds or just skip it. Adoption matters more than a checklist of features.
Step 7: Make the Call and Keep It Simple
No demo platform is perfect, and you can always switch later if you need to. Pick the tool that checks your must-have boxes, run a real-world pilot, and keep the process simple.
Remember: - Focus on real needs, not shiny features. - Test with your actual product, not vendor samples. - Don’t overcomplicate—start simple, see what breaks, and adjust.
Last word: There’s no magic platform that closes deals for you. The best tool is the one your team will actually use—and that lets your product shine, not just the platform’s UI.
If you keep your priorities straight and ignore the hype, you’ll pick a platform that helps your sales team do what matters: show off your product with zero drama. Try, iterate, and don’t let the perfect be the enemy of the good.