Two approaches to pitching your product. I prefer #2
- Engineering approach: explain the layered product architecture and the solution process, and after this theory lecture you can make a perfect logical case about why your product delivers this great value to your customer.
- Customer-focussed approach: highlight the big issues the customer has (to get that nodding head), go through the benefits that your solution offers and only hint at the technical magic that allows you to deliver them. If the customer is interested, you can do pitch #1 in a second meeting.