B2
Demonstration and pre-sales
Delivering the playground story, handling objections, competitive positioning.
In the tracks: Pre-sales.
This module is an outline: the objectives, sections and assessment are agreed; the material is being written by the Showcase and Certification Working Group.
Outline. The material of this module is being written by the Showcase and Certification Working Group. The objectives, outline and assessment below are the agreed scope for program version 2026.1.
4 class hours. Assessed by: live demo.
Learning objectives
After this module you can:
- Deliver the playground story live in twenty minutes to a mixed audience, with a wallet in hand.
- Answer the ten common objections with facts from the specifications.
- Position Verana against DNS-style trust lists, national wallets, enterprise identity products and other trust registries.
- Qualify an opportunity: who the ecosystem is, who issues, who verifies, who pays.
Prerequisites
C1, C2, C4, and the reduced B1 reading.
Outline
1. The story
The problem in one screen; a wallet, a service, a verdict; one use case end to end; the registry view; what the audience should remember.
2. Demo craft
Preparing a playground run; what can fail and the fallback; narrating verdicts; never improvising a claim.
3. Objections
Why a blockchain; who runs it; what about eIDAS and national wallets; what about X.509 and trusted lists; privacy; cost; agents.
4. Positioning
Complementary versus competing; the layer argument; the public-good argument; when not to pitch.
5. Qualification
The four questions of an opportunity; mapping to designations and tracks; handing over to solution design.
Assessment
Live demonstration to a certificator panel, graded by rubric: story, correctness, handling of two objections.
Reading list
The Foundation's positioning notes. Playground: all use cases. Module C1 and C2 key takeaways.