One time, after giving a demo to about 8 Gartner analysts, I set up calls with each of them to get feedback on our product, but also the demo experience.
Every single one of them gave similar feedback — that the demo was too focused on features and technical aspects of the product. A "harbour tour" if you will.
They wanted more customer stories. Real examples of successful customers and how they used our product to get those results.
People don't care about features alone. They want to know how other people like them use your product to get the same results they want.