“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!