What’s the difference between “Vanilla" vs.
"Custom" Demos in some organizations?
The “Vanilla” demo is a script, created by the vendor,
designed to show a “typical” workflow or “day-in-the-life” for a customer,
typically showing as many “important” features as possible in a demo that runs
30 minutes or more.
The “Custom” demo is that SAME demo, but with additional
emphasis on the features uncovered as “needs” during Discovery or
qualification.
It would be like going to shop for a car, as follows:
Case 1 (“Vanilla”): A
couple walk into a car dealership showroom and the salesperson takes the couple
on a tour of the entire line of cars, spending 5-10 minutes at each (compact,
sedan, SUV, mini-van, truck and sports coupe).
Case 2 (“Custom”): A
couple walk into a car dealership showroom and tell the salesperson, “We are
interested in SUV’s…” and the salesperson STILL takes the couple on a tour of
the entire line of cars, spending 5-10 minutes at each (compact, sedan, SUV,
mini-van, truck and sports coupe), but with stronger emphasis of the key
features of the SUV.
Moral? Don’t do that.
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