When guided demo is still optional
Guided demo can stay optional when your team is still asking general evaluation questions, reading ordinary early uncertainty, or comparing next steps that do not yet change the real decision boundary.
In that posture, self-serve trialing can still be a truthful route because the question is about interpretation and learning, not yet about a consequence-heavy choice that public help cannot support safely.
When guided demo becomes the safer next move
Guided demo becomes the safer move when readiness ambiguity, migration consequence, or stakeholder alignment now changes whether self-serve trialing is still safe to trust on its own.
That does not mean demo was secretly required all along. It means the uncertainty has crossed from ordinary exploration into a route choice with enough consequence that broader help should stop pretending it can settle the question alone.