Objections
This is good, but camtasia does much better screen recordings
Competitive
Classic trap — don’t misclassify as product
To be honest, this feels more complex than we expected. We were hoping this would be more plug-and-play, and I’m a bit concerned about how quickly our team will be able to pick this up.
Adoption Over Instant Gratification
“The platform is easy to use” → ________
→ “Learning something new is hard, we are here to support you”
“This feature gap is pretty important to us. Can you guarantee this will be available soon?”
Looking for:
If the AI assistant takes this long, it kind of defeats the purpose
Product / Capability
Root is performance/expectation vs reality — not just frustration
This is helpful, but one of the features we really need isn’t quite there yet. Is that something you can guarantee will be improved or available in the next quarter?
Trust Over Short-Term Wins
“Does this feature work perfectly?” → ________
→ “Does this platform help you achieve your larger goal?”
“I don’t really have the skills to create high-quality videos like the ones you showed.”
Looking for:
We’re not comfortable rolling this out broadly until we understand how the AI is using our data.
Risk / Trust
Even though adoption is mentioned, the blocker is trust/security
I noticed that I can't mask images into shapes. This is super important for the effect I am trying to achieve.
Outcomes Over Features
“Here’s a workaround” → ________
→ “What are you trying to achieve and what’s driving this concern?”
“This is taking longer than I expected. I’ll probably just start from scratch instead.”
Looking for:
This feels more complicated than we expected for something AI-driven.
Adoption / Change
Disguised as product, but really about perceived ease + confidence
We’ve been looking at HeyGen as well, and honestly their avatars seem more realistic. That’s pretty important for us, so we’re trying to understand how you compare there.
Enterprise Value Over Feature Parity
“That is coming next month” → ________
→ “This is our long term direction and current priorities”
“We’ve been looking at HeyGen too, and honestly their animations seem better.”
Looking for:
We could probably build something like this internally with powerpoint.
Value / ROI
Not product — they’re questioning whether it’s worth buying at all
We tried using this feature, and it didn’t really work the way we expected. It actually took longer than we thought, so we’re not sure if we’re using it correctly or if it’s just not a fit.
Curiosity Over Defensiveness
“Are we better at this feature?” → ________
“Are we the safer, stronger enterprise partner for the long term?”
“This feels expensive for what we’re getting so far. I’m not sure this is worth it.”
Looking for: