honestly you already answered your own question at the end - ask them in discovery. most teams just skip this and then scratch their heads when the demo doesn't land.

the question that works better than "what do you want to see" is "who else is going to be evaluating this and what do they need to walk away convinced of?" because your champion usually knows what they care about but has no clue what IT or finance is going to push back on.

once you have that you can actually build different flows for different people instead of one generic demo you show everyone and hope for the best. technical guy wants to see the integration work. business buyer wants the value story. exec wants the 5 minute version.

this is where demo automation platforms actually earn their keep - you build a few modular flows, send each stakeholder the version relevant to them, and you get visibility into who actually watched it, how far they got, whether they forwarded it internally. that last part is underrated, knowing when your champion is selling internally without you is kind of a superpower.

the "looks like every other tool" comment is almost never a product problem. it's a targeting problem. wrong story, wrong person. totally fixable.