Litera moves fast. New products, new acquisitions, new feature releases — and every time something new lands, the presales team is expected to be ready to demo it quickly.

Tyler Kimble, Global VP of Presales at Litera, knows this pressure well. “As soon as you acquire those companies, it’s how quickly can we ramp the current team to speak to these enhancements — because you know that next day, the seller’s going to want to speak to that exciting acquisition, and everyone looks at presales to be the ones answering that.”

The scale of Litera’s portfolio only compounds the opportunity. With solution experts spanning multiple product families and a global team, the presales org had to find a way to maintain demo quality while dramatically increasing demo capacity.

“It’s really about how do we maintain the quality of our demonstrations while still driving at that scale to meet the velocity,” Kimble says.

The answer wasn’t just hiring more people. It was empowering more people — sellers, BDRs, SDRs, customer account teams, and partners — to demo confidently, without always requiring a presales resource in the room.

Litera deployed Reprise as the foundation of a new, scalable demo certification program — one designed not just for presales, but for anyone who needs to put the product in front of a customer.

Demo certification in days, not weeks. The industry standard for getting someone demo-certified on a complex enterprise product can be four to six weeks. With Reprise, Litera cut that to days. Ahead of ILTACON — the largest annual conference for legal IT professionals globally — Litera needed to get over 100 people demo-certified across multiple product lines in just two days. They did it. “With Reprise, we were able to get people demo-certified essentially in a matter of days, which was really great, especially when the time crunch is there on a major event,” says Kimble.

Four flavors of every demo. To support everything from first-time learners to fully certified presenters, Litera built a “crawl, walk, run” approach with four versions of each Reprise demo. The first includes an embedded script and talk track so users can see exactly what to say and where to click. The second removes the script but retains visual click prompts. The third is a fully live-looking demo with no prompts — for certified presenters who’ve mastered the flow. The fourth is customer-facing, designed to put buyers directly in the driver’s seat.

Empowering sellers to close without presales. For certain product lines — particularly simpler or more self-explanatory solutions — Reprise has enabled sellers to run demos and close deals entirely independently. “Someone who’d never done a demo before, learned the demo through Reprise, had a CIO on the line, walked them through the vision of our cloud solutions — and closed the deal that same day. My team didn’t touch it,” says Kimble.

A 24-hour demo build for a strategic partnership announcement. When Litera announced a strategic investment in a partner company, the team had a Reprise demo built showing the two solutions working together within 24 hours. “Behind the scenes, that would have taken a lot of dev time, but with Reprise, we were able to help connect and tie that full story together,” Kimble explains.

The impact of Litera’s Reprise-powered demo program has been measurable and significant.

At ILTACON — what Kimble calls “the Super Bowl of Legal Tech” — Litera delivered over 400 demos in just 3 days, all powered by Reprise. On day two, when Wi-Fi issues disrupted multiple vendors across the conference floor, Litera’s booth kept running. “Our booth was buzzing, because we were still able to do active demos throughout — Reprise has the offline mode,” says Kimble. “One of our preps was to make sure every device we had, every laptop, had offline mode ready to go.”

Since June 2025, Litera has logged over 6,000 Reprise sessions — on top of more than 4,000 live presales demos delivered in the same period. “There are around 10,000 demos, if my math is mathing correctly,” Kimble says. “The amount of volume, the request to get people’s eyes and hands on the product to see it sooner — it’s real.”

Beyond volume, Reprise has helped Litera build a compelling internal business case. “Reprise has helped me build out the business case to showcase that we need a full demo engineering team to sit behind the scenes,” says Kimble. That team is now being built — and the vision is expanding to include partner enablement, with Reprise analytics making it possible to track which demos partners are using, where engagement is concentrated, and where additional enablement is needed.

“Presales is not just a support function or a demo program. It’s truly a strategic partner in the revenue org and the company as a whole. Reprise has helped us drive that impact across our business — from products, to partnerships, to engineering, to product marketing.”

— Tyler Kimble, Global VP of Presales, Litera

1. Demo certification doesn’t have to take weeks. With the right assets, you can get sellers, BDRs, and account teams demo-ready in days — not the traditional four to six weeks.
2. Build demos in layers. Litera’s four-flavor approach means every demo asset serves multiple audiences and use cases, from first-time learners to fully certified presenters to end customers.
3. Presales is a revenue multiplier, not just a support function. When the right tools are in place, presales can scale its impact far beyond the deals it directly touches.

Ready to scale your demo program? See how Reprise can help.