Show, don’t tell - Winning support in corporate giants

In this episode, we sit down with Sky Kelley, a leader in corporate innovation and former co-GM of digital product development at Nike, to discuss the challenges and successes of driving major projects within Fortune 100 companies.

Sky shares her path from her early days in coding to managing projects that left executives impressed and eager to invest in new ideas. She talks about the importance of “show, don’t tell” when pitching big concepts, recounting a story where she captivated Nike’s top leaders with a live demo that vividly demonstrated her vision.

Sky also offers practical advice on navigating corporate culture, dealing with critics, and keeping momentum on high-profile projects by incorporating customer feedback, strategic storytelling, and personalized approaches. Looking ahead, she shares her enthusiasm for how generative AI could help create truly customized digital experiences at scale.

Connect with Sky on LinkedIn for more!

In a snapshot

Takeaways

• Showing a product through hands-on product demos is more impactful than just “telling” or explaining it, especially in corporate settings.
• Focusing on the core elements of a product during a demo helps showcase its potential without overwhelming the audience with unnecessary details.
• Regular updates and feedback loops keep stakeholders engaged and maintain momentum throughout the development process.
• User testing early in the process helps identify potential issues and validate assumptions, allowing for quick pivots when necessary.
• A “healthy skeptic” ensures the team stays focused on what truly matters and avoids overdevelopment in product demos.
• Setting realistic timelines and expectations, factoring in buffer time, ensures project success and accommodates unforeseen challenges.
• Building momentum during product demos by engaging stakeholders and immediately following up with a discussion locks in support and next steps.
• The future of digital transformation lies in using Gen AI to deliver truly personalized experiences at scale, going beyond cohort-based models.
• Corporate innovation should be driven by solving problems and enhancing experiences, with a focus on adding real value to the business.

Insights

In our conversation with Sky Kelley, a digital innovation leader, she shared powerful insights on the importance of “show, don’t tell”. Here are some of the key takeaways from our discussion:

Show, don’t tell

Sky highlights the importance of demonstrating ideas rather than just explaining them. She demonstrated this approach through a product demo, where she effectively communicated her vision to 40 executive leaders by letting the product speak for itself. Her experience proves that product demo best practices—such as engaging, hands-on demonstrations—are more impactful than just theoretical explanations.

Know your audience

The key to a successful demo is understanding the audience’s needs. By blending physical and digital elements in the demonstration, Sky kept executives engaged and communicated her message effectively. By tailoring the demo to resonate with the stakeholders’ needs, she demonstrated how user testing and feedback are integral in ensuring that the product is aligned with what the audience truly values, especially in the context of digital transformation.

MVP approach for demos

Sky emphasized the importance of focusing on the core elements of the product during a demo. By applying the MVP approach to the demo, she showcases only the most essential aspects of the product. This strategy is a great example of product demo best practices—keeping the demo simple, focused, and meaningful to engage stakeholders without overwhelming them with details.

Continuous storytelling to maintain momentum

Keeping leaders engaged through regular updates and stories was key in maintaining momentum for the project. Sky shared that even before the product reached its “aha moment,” regularly sharing feedback and progress through user testing helped keep stakeholders excited and aligned with the project’s vision. Also, a healthy amount of skepticism during development helps avoid overengineering.

The power of the ask

A critical lesson from Sky’s experience is the importance of making the ask. Without explicitly requesting the necessary resources, support, or commitments, projects can lose momentum. Clear requests ensure that everyone understands what’s needed to move forward.

Excitement about gen AI and personalization

Looking toward the future, Sky expressed excitement about the potential of Generative AI (Gen AI) to revolutionize personalization at scale. This technology could redefine how businesses engage with customers, moving beyond cohort-based models to offer tailored experiences. As businesses continue to undergo digital transformation, AI in product development will enable a new era of personalized customer journeys.

Sky concluded with an important lesson about corporate innovation—it’s not about innovating for the sake of innovation itself, but about using creativity to solve problems, enhance experiences, and create meaningful impact. Whether through product demos or customer engagement, the ultimate goal of innovation should be to drive real, measurable change in businesses.