Sunday, December 12, 2010

How Do Customers “Score” Scripted Demos?

It can be very interesting to compare how different customers score scripted demos in general – and it is important to understand how your customers are planning to score your upcoming scripted demos…

There are at least three scoring methods that are typically used:

1. Efficacy: How well does the vendor’s offering match the requirements – often done on a 5-point or 10-point scale.
2. Ease-of-use: How easy does it appear to use to accomplish each task – again often done a 5-point or 10-point scale.
3. Counting Clicks: customers often count the number of clicks or steps required to complete particular tasks – often as a way of normalizing and removing some level of subjectivity.

Some customers will subtract “points” for not following the proscribed script or other perceived deviations from their process.

Any other scoring methods you’ve come across?

No comments: