Tips, thoughts, tools, techniques and practices to increase success rates with software demonstrations
Sunday, January 22, 2012
“Before I demo to you, why don’t you demo to me…?”
“Before I demo to you, why don’t you demo to me what you are
currently using?”If a customer has an
existing software system, this can be a wonderful way to understand the strengths,
weaknesses and gaps in their current system – particularly from the customer’s point of view.They’ll tell you what they like, what they
hate, what’s missing and a range of other delightful Discovery information.
Additionally, this also inverts the traditional process of the
vendor presenting to the customer, to one of the customer presenting to the vendor – an experience often remembered
by the customer as remarkable and interestingly different!