Software Demonstration Mandates
The top X pointers will dramatically improve the quality and results of your business software demonstrations.
Nix The PowerPoint
Do not permit the all too common 'death by powerpoint' presentation. Most software sales people love nothing more than to lead a software demonstration with a seamingly endless number of powerpoint slides which cover everything from their CEO's near-God-like status to their company's rise to corporate imortality. More often than not, these presentations are a crutch for inexperienced presenters. While vendor company credibility is important, these presentations add little value to the decision process and take away valuable and limited time for the software selection committee to thoroughly understand how the business software application aligns with your key objectives. Many veteran software buyers request that the software demonstration skip the powerpoint presentation altogehter. Alternatively, many savvy software buyers place a five slide (or five minute) limit on the powerpoint.
Keep The Demo Relevant
Software sales people have an inate desire to show you what their software does best - irrespective of what parts of their enterprise resource planning software systems align to your objectives and illustrate benefits relevant to your business processes, business requirements and goals.