Work Output - Evidence-Led Sales Demo
Objective. Run a live, five-beat Work Output demo that moves from a business question to a screen, to evidence, to an honest interpretation, to a next step - landing the 'busy is not delivering' contrast and the cost-per-clean-unit payoff while stating one explicit limitation out loud.
This is a runnable script for a live call, built on the app overview's time-to-outcome-then-utilisation-versus-attainment story. It specifies the exact screens in order, the single value point to make on each, the limitation you say out loud, and the discovery questions the demo answers. The demo's power is the contrast between activity and output; its credibility is the discipline of keeping opportunity separate from realised value and projections separate from results.
See it in the demo
The story arc (five beats)
The demo follows the Academy's five-beat shape - question, screen, evidence, interpretation, next step - wrapped around one narrative: you can be fully busy and still not delivering, and here is how you would see it, price it and act on it.
- Question - open on the customer's own pain: 'How do you know today whether a busy team is actually delivering the work you are paying for?' Most prospects cannot answer with evidence, and that gap is the demo.
- Screen - make completed work tangible, then put output next to activity.
- Evidence - find the team that is highly utilised but below attainment (or the reverse) - the single most persuasive moment in the app.
- Interpretation - read it honestly: this is a lead to a conversation, normalised and quality-filtered, not a verdict.
- Next step - price the opportunity as a hypothesis to test in a pilot, with value types and projections kept honest.
Keep it to roughly seven minutes with two drill-downs; the discipline is to resist showing every screen.
The exact screens, in order, with the one value point each
- Overview (https://work-output.demo.timechamp.io/#/overview) - value point: the whole time-to-outcome chain exists in one place - hours to completed work to attainment to quality and cost. 'This is the chain your activity tools stop at the first link of.'
- Transactions (https://work-output.demo.timechamp.io/#/transactions) - value point: completed work is real and counted, not an abstract KPI. Pick one representative unit and say 'this is the grain we count at.'
- People and teams (https://work-output.demo.timechamp.io/#/people) - value point: the decisive contrast. Put a utilisation figure next to output attainment and find the fully-occupied-but-below-standard team: 'busy is not delivering - and this gap is invisible to activity tools.' Show you have aligned work type, complexity and period before any comparison.
- Quadrant analysis (https://work-output.demo.timechamp.io/#/quadrants) - value point: the same gap made visual in one glance, as a way to decide where to look next - a lens, not a league table.
- Cost and value (https://work-output.demo.timechamp.io/#/cost) - value point: the payoff figure activity tools cannot produce - cost per clean unit. Name the value type of anything on screen and keep recoverable and capacity opportunity separate from billed and collected cash.
Optional sixth drill if the room is technical: AI impact and ROI (https://work-output.demo.timechamp.io/#/ai) to size the prize - strictly as a projection to test.
The limitation to state out loud
Say this plainly during the cost beat, before anyone asks - stating the limit is what makes the rest credible:
> 'Two honest caveats. First, these figures run on a seeded demo dataset; your real numbers depend on how you define a completed unit and which systems feed the counts, which we confirm during implementation. Second, anything you see here that is a recoverable opportunity, freed capacity or a modelled ROI is exactly that - an opportunity or a projection, not cash in the bank. We only call value realised once it is measured, and billed and collected cash are tracked separately from both.'
This one paragraph pre-empts the 'your demo numbers are made up' objection, protects you from overclaiming, and signals that Time Champ keeps opportunity, projection and realised cash apart - which is exactly the discipline an operations or revenue-cycle buyer is testing you for.
The discovery questions this demo answers
Pair the demo with discovery so each screen answers a question the prospect actually has:
- 'How do you know today whether a busy team is actually delivering?' -> answered by the overview chain and the utilisation-versus-attainment contrast.
- 'When you compare two teams, do you adjust for complexity and tenure?' -> answered by showing normalisation before comparison on people and teams.
- 'What is your cost per clean claim / clean unit, and how is it calculated?' -> answered by the cost and value screen, on their rates.
- 'How do you tell a quality problem from a volume problem?' -> answered by the clean-output framing and the quadrant lens.
- 'Where would you start if you wanted to improve this?' -> answered by sizing the opportunity as a pilot hypothesis.
Next step to land: propose a pilot on one process with a customer-owned baseline and a testable hypothesis - explicitly a hypothesis, with capacity value and cash separated in the success criteria, never a guaranteed savings number.
Interpretation check
The demo's persuasive peak - a fully-utilised team below attainment - is a lead to a normalised, quality-filtered conversation, not a verdict; and every value figure shown must be named by type with recoverable and capacity opportunity and any projected ROI kept strictly separate from billed and collected cash.
In the field
For a KnackGlobal-style RCM prospect, beat 3 shows a team fully utilised but below claims attainment and beat 5 lands cost per clean claim - the two numbers an activity-only incumbent like ProHance cannot produce - with the ROI projection used only to justify a pilot, never quoted as achieved displacement savings.
Practical task
Rehearse and record a seven-minute run of this demo on the live demo site: open the five screens in order, land the utilisation-versus-attainment contrast with a normalisation sentence, deliver the spoken limitation verbatim during the cost beat, and close on a pilot next step that keeps capacity value separate from cash. Note the two discovery questions you would ask before you ever share your screen.
Self-check
Which beat is the persuasive peak of this demo and why?
Beat 3 on people and teams: putting utilisation next to output attainment and finding the fully-occupied-but-below-standard team. It makes 'busy is not delivering' concrete and shows the exact gap activity tools cannot surface.
You have seven minutes and are tempted to show all fifteen areas. What is the discipline?
Show five screens and two drill-downs, no more. The demo's power is the activity-versus-output contrast and the cost-per-clean-unit payoff; extra screens dilute the arc and risk an unnormalised comparison or a blended value figure slipping in.
Why state the limitation out loud during the cost beat rather than waiting to be asked?
Because stating it pre-empts the 'your numbers are made up' objection and proves the discipline a serious buyer is testing for: seeded demo data, and opportunity/projection kept separate from realised cash. Volunteering the caveat builds more credibility than defending it later.
A prospect points at the AI-impact ROI figure and asks to put it in their business case. What do you say?
That it is a projection under assumptions, not booked savings - useful to size a pilot prize, but claimed as value only after a measured before-and-after on their own baseline. Offer to build the hypothesis with their numbers instead.
What next step should the demo land, and how is it framed honestly?
A pilot on one process with a customer-owned baseline and a testable hypothesis, with capacity value and cash separated in the success criteria. It is framed as a hypothesis to test, never as a guaranteed savings figure.
Verified vs demo. All six screens are live on the demo at work-output.demo.timechamp.io on a seeded dataset; the customer's real completion definitions, source integrations, standards, quality signal and cost-per-clean-unit on their own rates are confirm-with-product and must not be presented as their actual figures during the demo.