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 from banking to tech companies 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. Lengthy scanning processes simply weren’t suitable for real-time demonstrations.

Supporting customers across 180+ countries brought its own set of challenges. Managing time zone differences with customers from California to Australia and New Zealand made scheduling difficult. The company needed personalized enterprise demos rather than their previous simple self-service model.

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 with qualified prospects.

PortSwigger implemented Reprise’s demo platform to address their scaling challenges through two key capabilities.

Capture Technology for Complex Demonstrations

The technical nature of PortSwigger’s products made traditional demos problematic. Scanning functionality could fail due to network connectivity issues, application behavior changes, or permission restrictions. 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. This ensured consistent, reliable demo outcomes regardless of technical variables.

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 freeing 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. The demo links also enhanced the handover process, making it easier for customers to share information with internal stakeholders.

The benefits extended beyond sales into internal operations. Liam Tai-Hogan noted that “internal training with Reprise has been really amplified.” The platform’s recordings became valuable training materials shared across departments, from finance to development teams, ensuring consistent knowledge transfer across their global offices.

Future Implementation: Reprise Replicate for POCs

PortSwigger is expanding their use of Reprise with the Replicate solution for live demo environments and proof of concept acceleration. This will be particularly valuable for lower-qualified prospects and as an alternative to complex self-hosted deployments.

“We’re going to be able to give them a full Replicate 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. “They wouldn’t know that they’re not actually using Burp beforehand.”

Ready to transform your technical sales process? Learn how Reprise can help you scale your demos globally while maintaining the personal touch your enterprise customers expect.