Customer Story
As PortSwigger expanded its enterprise footprint and global customer base, delivering tailored demos for its advanced web security products became increasingly complex. By adopting Reprise, PortSwigger’s team was able to automate repeatable demos, support customers across time zones, and reduce live demo volume by 50% — freeing up valuable time for high-impact engagements.
Sales Live Demo, Guided Demo
200+ employees
Cybersecurity
PortSwigger faced a significant transformation challenge as they evolved from a product-led growth model to enterprise sales. Initially, Burp Suite Professional was designed for individual users with a self-service approach targeting penetration testers and security researchers.
However, with the introduction of Burp Suite DAST to enable larger enterprise teams to perform scanning at scale, the company recognized the need for a fundamentally different sales approach.
The complexity of their technology created unique demo challenges. Customers spanning multiple industries each had different use cases, requiring demonstrations of CI pipeline integrations, API functionality, and connections to tools like Jira and Splunk. The technical scanning functionality was dependent on network connectivity and application behavior, making live demos unreliable.
Josh Spindler, as the first and only sales engineer, found himself with a calendar packed from “9 to 5 full of demos.” These repetitive “cookie cutter” demos were consuming valuable time that could have been spent on customization and high-touch enterprise engagements.
PortSwigger implemented Reprise’s demo platform to address their scaling challenges through two key capabilities.
Capture Technology for Complex Demonstrations. As Josh Spindler explains, “With Reprise, we can capture these things in advance, and we can go through a demo knowing that the results are going to be there at the end of the demo, showing what we wanted to show without having any sort of faux pas.” The platform allowed them to pre-capture their scanning functionality, record API integrations, and demonstrate desktop applications without connectivity dependencies.
Asynchronous Demo Delivery. To address their global scaling challenges, PortSwigger began sending pre-recorded demos to customers across different time zones. This reduced the need for repetitive live demonstrations while allowing prospects to explore products at their own pace.
The impact was immediate and measurable. PortSwigger worked to make more demos asynchronous due to its time zone constraints, and was able to achieve a 50% reduction in live demos. This created significant time savings for their sales engineering team and freed up capacity for high-value, qualified prospects.
Beyond the quantitative metrics, the customer experience improved dramatically. Prospects could now explore products on their own terms, with consistent demo quality regardless of technical variables.
Future Implementation: Clone for POCs. PortSwigger is expanding their use of Reprise with the Clone solution for live demo environments and proof of concept acceleration. “We’re going to be able to give them a full Clone environment of our products, and then they’ll be able to click around with it as though it is the actual product themselves,” explains Josh Spindler.
